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Moving Salespeople Off A Bonus-Heavy Comp Plan?

For a very very long time, sales has been a job that’s all about “eat what you kill”. That’s because sales people are “coin-operated”. In other words, salespeople are motivated almost exclusively by money, so they can and should be paid a low fixed salary and a high variable bonus, with the bonus component being contingent on achieving certain metrics. But a few companies and academics are examining this approach to sales compensation and wondering if there isn’t a better way.