One of the hardest things for CEOs to get right is how to pay people….but most of them would agree that variable commissions are essential to properly incent sales people. An Inc Magazine article looks at incentive compensation for sales people and suggests that in companies with good cultures that Sales Commissions Don’t Work (in the Long Run) . Would this work in your company?
Sins of Commission(s) – Transactional Leadership vs Transformational Leadership
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Published in 2014