Determining how to compensate your sales team or person is often one of the biggest challenges a business can face. Finding capable sales people is a challenge onto itself and then determining who the keepers are makes this muddier. If you want to keep the performers, you have to come up with a formula that pays them for performance and yet doesn’t hook the company too long compensating them just for potential. One of our strategic partners, Dave Kurlan of Objective Management Group wrote a blog Sales Force Compensation - X Marks the Spot that offers great insights in the process of rewarding your sales staff.
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