This may come as a surprise to some of you, but sales compensation doesn’t work as a motivator. Shocking! While there are certain circumstances in which compensation works, it usually doesn’t.

Questions addressed:

• Does sales compensation work as a motivator for sales reps?
•  Does sales compensation motivate people to do the things that they should do that they don’t want to do? 
• What tactics would you take other than using comp as your motivator? What are some specific things that you would do to motivate your sales team the right way?
• What are the other things you would do organizationally? What is your sales compensation philosophy?

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