A couple of weeks ago I wrote a post on the most common and costly mistake made with sales compensation. In short, the mistake is the belief that compensation motivates or incentives behaviors. Needless to say, the post got some very, um, interesting feedback. While I firmly believe (and have the data and research to back this belief up) that compensation is a very poor motivator, this does not mean that I don’t believe that sales compensation is not an important component of your structure. In...
