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  • February 2017
  • Article
  • Top Sales Magazine

Rethinking Sales Compensation

By: Frank V. Cespedes
  • Format:Electronic
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Abstract

Compensation is probably the most discussed aspect of sales and the single biggest portion of the more than $900 billion that U.S. companies alone spend annually on sales efforts. But research indicates that less than 10% of companies believe that their sales incentive plans “consistently drive selling behavior.” This article discusses three common assumptions about sales compensation that merit re-examination and skepticism: “Money Is the Only Motivator” for most sales people; “Comp Plans Must Be Simple”; and “We Pay for Results, Not Process.”

Keywords

Sales; Compensation and Benefits; Motivation and Incentives

Citation

Cespedes, Frank V. "Rethinking Sales Compensation." Top Sales Magazine (February 2017).
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About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

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  • How Managers Can Build a Culture of Experimentation By: Frank V. Cespedes and Neil Hoyne
  • Avoid a One-Size-Fits-All Approach to Sales Coaching By: Frank V. Cespedes
  • Improving Sales Hiring By: Frank V. Cespedes
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