Many CEOs fear that they don’t have the right incentives in place for growth. There are two scenarios we often see; A) the salespeople have built a nice book of customers and are busy managing that base. Their salespeople are content with their compensation, so they spend very little time doing the hard work necessary to bring in new business. Or B) The salesforce is so focused on getting new business that there’s an alarming rate of attrition among the existing clients because no one is paying proper attention to them. Here is how to create a commission structure that will drive growth.
Mar 1, 2013
Why do people hire personal trainers? They already know they need to eat better and exercise more, but a trainer...
Mar 12, 2012
Throughout the year many sales leaders are working hard to fill open positions. While the goal is simple enough —...
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