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Is your compensation plan keeping your salespeople motivated?

By Kimberly L. McCall

Opinions expressed by Entrepreneur contributors are their own.

You need a sales force that's motivated to pad theirpocketbooks by moving your product. Structuring a compensation planis critical to attracting and retaining sales professionals whosesuccess will enhance your bottom line.

Designing an appropriate compensation plan depends on whatyou're selling. "The standard rule is that the morepersuasion needed, the more commission [and] less base will beinvolved," says Brent Longnecker, executive vice president ofResources Connection Inc., a Spring, Texas, firm that specializesin finance, accounting and human resources.

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