Sales Commission Structures That Drive Growth
Many CEOs fear that they don’t have the right incentives in place for growth. There are often two situations:
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 sales force 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.
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