Dr. Muhammad Iqbal Shaharom
Incentive for salesmen are meant to be use to push sales. The push and pull factors must be planned quarterly because its normal for salesmen to plan 3 month ahead. Once you finished you quarter you can increase or decrease your incentive against the sales target. The idea here is to communicate to the sales team that your incentive is based on quarterly basis.They should be able to understand your sales incentive program period.