May 5, 2003

The sales commission dilemma
Posted by pegasus@jpbutler.com">Jason Butler at 12:34 PM -

Inc. Magazine discusses ways to structure sales compensation so that salespeople focus on doing what's best for the company, not what's best for themselves.

Unless you're very careful about how you use [sales commissions], they almost always have the effect of undermining any sense of unity and common purpose in a business. How? By putting the salespeople in a separate category, by making them stand apart.

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