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The Sales Book by Graham Yemm

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Remuneration and rewards

Objectives

  • To understand the different options for sales remuneration
  • To recognise the benefits of ensuring the rewards are linked to the behaviours you want
  • To understand the connection between remuneration and motivation

Understanding

Deciding on the best way to pay your sales people is an on-going challenge for most organisations. There is no single ‘best’ solution to this challenge. Even within well-rewarded sales forces there will be some who like the package on offer and others who will find something to complain about. Despite what you might think, money alone is not the ultimate driving factor for every successful sales person. You can always find some exceptions to this, claiming to be inspired by the money ...

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