Research shows that many salespeople don't understand exactly how they're being evaluated—especially in complex schemes. Organizations need to be able to clearly articulate to salespeople exactly what their targets are, how they're being compensated, and what they need to do to meet those targets.

Watch this week's Growth Spark with Nathaniel Hartmann, Associate Professor and Senior Researcher, Center for Marketing and Sales Innovation at University of South Florida Muma College of Business, for ideas of how sales leaders can manage this better.