Factors to inspire strong performance by sales reps

Not all salespeople value the same things, so you should ask your representatives how they would prefer to be rewarded, writes Colleen Francis, founder and president of Engage Selling Solutions. Publicly recognize completed deals, and develop a commission plan that's easy to understand, she suggests. "Introduce the plan a couple of weeks before you implement it, giving your team a few days to digest its contents," Francis writes.

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