Do long hours really return less value? Let us look at a situation with “Becky “, a commissions administrator for a telecommunications company. For the better part of the month...
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Sometimes big problems can be solved with just a heads-up. Take “Steve” for example. Normally the leading salesman for a major medical supplier, a combination of bad weather, customer management changes out of his control, and some unexpected family medical bills have dampened his sales and put him on edge. Fortunately, his perseverance is paying off and he is looking forward to some big commissions in his next paycheck…
Last year the Harvard Business Review estimated the annual turnover of salespeople in the U.S. to be 27%. That is twice the rate of the overall labor force. Most companies use commission-based incentive plans to encourage sales staff to stay on board…