Q. How much responsibility for collections should a salesperson have? A. Good question. This is one that comes up on a regular basis when I’m working with a client to refine their sales compensation plan. It usually is expressed something like this: “Should we...
By Dave Kahle Q. Dave, I’m finding it difficult to manage my sales people in our straight commission environment. Any suggestions as to how I can get them to do what I want them do? Here are some thoughts. First, let me recommend you go to my website, and read the...
Q. There has been a lot of conversation inside our company about our compensation plan. We haven’t changed it in 20 years. We pay a commission based on gross profit. Would you comment?...
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