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

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Tips To Make Sales Compensation Work For Your Company (II)

* Invest in IT infrastructure to improve compensation visibility.

* Use contests, recognition dinners and other fun things to reinforce the right sales representative behavior. "Salespeople are competitive. They like to have fun," Rogers said.

* Reward salespeople who invest in training and certification.

* Rein in spiffs.

* Use noncompete agreements.


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