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Structure Sales Compensation Plans That Can Fire Up Your Employees

HR Digest

OCTOBER 13, 2023

Salary and wages are simple compensation plans that let us know what to expect—a standard amount at the end of every pay cycle. Sales compensation plans take a lot more work to get right. Sometimes these are given as additional bonuses for good performance, while other times these are tied into entire salary compensation plans.

Planning 52
Planning Incentives Market Penetration System 52
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Who Owns Your Customer Relationships: Your Salespeople or Your Company?

Harvard Business Review

DECEMBER 21, 2011

With seemingly unbounded opportunity, salespeople work hard to build relationships and create a book of business that drives their future financial success and creates fast market penetration for the company. Leaders abandoned their plan to avoid losing top producers and their customers.

Company 13
Company Market Penetration Long-term Short-term 13
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