Street Smarts: The Sales Commission Dilemma

Topics:
Incentives and Compensation
Tags:
Sales,
Sales Commission,
Sales Force Management,
Sales Strategy
Source:
Gruner + Jahr USA Publishing

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Overview: Sales organizations often use different tactics to motive their employees. One of the tools of motivation is giving sales commission to employees. Researches indicate that sales commission boosts the morale of employees. Salespeople realize their worth by receiving the commission on sales. However, experts suggest that commissions also play a prominent role in distancing salespeople from other employees. The result is a lot of animosity and resentment, which leads to unnecessary conflicts. The paper explains the pros and cons of giving sales commission.

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Format: HTML | Date: Jan 2003 | Pages: 1

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