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The Right Carrot

Is your compensation plan keeping your salespeople motivated?

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This story appears in the February 2002 issue of Entrepreneur. Subscribe »

You need a sales force that's motivated to pad their pocketbooks by moving your product. Structuring a compensation plan is critical to attracting and retaining sales professionals whose success will enhance your bottom line.

Designing an appropriate compensation plan depends on what you're selling. "The standard rule is that the more persuasion needed, the more commission [and] less base will be involved," says Brent Longnecker, executive vice president of Resources Connection Inc., a Spring, Texas, firm that specializes in finance, accounting and human resources.

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