I respect the authors of the source article, participated in their outstanding Accelerating Sales Force Performance executive program at Kellogg School of Management, but in this instance; I disagree with two of their viewpoints:
1. “Field Salespeople no longer have an impact on buying decisions and
2. Companies should “Shift the pay mix more toward salary.”
The first is simply not true for many industries (e.g. Pet, Manufacturing, Travel, etc..) and cutting commission earning opportunities for salespeople who drive revenue… NUTS! In fact, if salespeople don’t see opportunities for increased compensation after being successful year-after-year, then they are more likely to leave your company for one who will give them greater rewards.
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