Is Your Sales Force Working For You? Using Sales Compensation To Drive Growth

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Sales Compensation Myths

Myth 1: Compensation alone drives behavior. "To me, compensation is an integral part of the strategy, but it's only one part of it," Rogers said.

Myth 2: The more elements to a compensation plan the better. Compensation plans should be simple, clear and in writing.

Myth 3: The comp base must be big to attract the best people. Consider the whole plan, not just the base.

Myth 4: Quotas are the best way to drive sales growth. "I'm actually not a big fan of quotas," Rogers said.

Myth 5: One-size plan fits all. Different types of representatives need different plans.


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