From a salesperson's point of view, the best way to measuresuccess is obvious: paid commissions. But as a business owner, ifyou don't carefully structure your compensation plan, you cannot only end up making less than your sales team, but you may alsorisk going out of business.
Recently, I've been receiving letters from business ownerswho want me to address the issue of commission structures and faircompensation. So I interviewed owners and sales managers fromvarious industries to find out what works best for them. Hopefully,this information will assist you in evaluating or creating yourcompany's commission plan. Let's take it step by step.
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