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How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

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CHAPTER 26

Compensating to Achieve Results

Compensation as a sales motivator has been explored, scrutinized, pondered, and analyzed by experts countless times. No reasonably good business library fails to yield innumerable books detailing the “best methods” of sales force compensation. This embarrassment of riches turns out to be of dubious value. A sales force is composed of individual human beings with broadly varying needs, points of view, self-perceptions, and psychological characteristics who cannot be infallibly categorized, measured, and punched out according to a set formula. It therefore follows that there is no one best plan for compensating all of them.

It is safe to make only one generalization about compensation: The program that ...

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