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All Star Sales Teams by Dan Kleinman

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4
Provide Realistic Sales Rewards: Controlling Expectations

Getting It Right

If you subscribe to the philosophy that there is nothing that money can’t buy, or to the philosophy that there is nothing that money can’t fix, skip this chapter. People with these philosophies do compensation a disservice. To them compensation has properties similar to an opiate: Inhale deeply and all will be made better; at least for the time being. Complaints, performance challenges, and organizational concerns will all be met with the same response, subtle or otherwise. “You’re being paid very well. So well, in fact, that we expect you to tolerate whatever work conditions exist. Just suck it up and get on with the job.” Each time the stresses increase, their ...

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