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Compensating Your Sales Staff
Filed in archive Sales by Greg Cruey on December 27, 2009
Compensating Your Sales Staff
© Belly Acres


If you struggle with the question of how to motivate (and compensate) your sales people, Inc.com had an insightful piece for you this month.
One of the biggest management challenges for a growing business is compensating salespeople effectively. You know you need an incentive compensation plan that encourages your sales force to land new accounts and continue to upsell existing customers, but where do you begin figuring out the best way to compensate them? It often boils down to finding the right balance between base pay and commission.
The task can be tedious. There's a mix of long term and short term goals to consider. Pay too much attention to your own cash flow now and you can sacrifice growth later. Pay too little attention to that cash flow and you can go belly up.

The Inc.com story is a pretty hefty look at compensation formulas. It gives you a lot to think about as you struggle to find the right balance for your small business.

Permalink: Compensating Your Sales Staff
Tags: commission,  sales  business  more  2009  sales+staff  business+plan  mobility+report 
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