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Money Talks

Motivate sales reps with the almighty dollar.

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This story appears in the December 2005 issue of Entrepreneur. Subscribe »

Trips are marvelous, awards are dandy, but money is the number-one incentive sales reps crave. According to Linda Leake, "You can line up 10 great sales professionals and ask 'What is the best incentive your company can give you?' and [the answer] will be money."

Leake, president of Change by Leake in Raleigh, North Carolina, helps companies get sales results through hiring and developing talent. Leake believes reps are most motivated by a good base salary coupled with unlimited commissions. She says reps often leave companies because their compensation package has been capped--no matter how hard they work, they can't make more money.

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