Should You Adjust Your Sales Compensation?
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- Compensation Guide
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Overview: "The article says that offering additional compensation not tied to performance may harm the company’s recovery from the slump. As long as the goals are still accurate and achievable, they should be left in place. It becomes a motivator for sales staff—they will work harder and longer to make up for the shortfall. The main test of whether these goals are still valid is how they are perceived by the sales force. As long as the goals motivate the sales staff to keep pushing, these targets should remain unchanged. In addition, these goals should have been established with input from the sales staff. As long as they believe the goals are realistic, providing additional compensation won’t provide extra incentive. "
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Format: HTML | Size: 35KB | Date: Feb 2002 | Pages: 1
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