Motivate sales reps with the almighty dollar.
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Trips are marvelous, awards are dandy, but money is thenumber-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 developingtalent. Leake believes reps are most motivated by a good basesalary coupled with unlimited commissions. She says reps oftenleave companies because their compensation package has beencapped--no matter how hard they work, they can't make moremoney.
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