How cutting costs can result in a subpar sales force

06/10/2013 |

It's natural to want to cut costs, but it's a mistake to scrimp on the compensation of your sales force, writes S. Anthony Iannarino. Think twice before deciding to pay your salespeople using a commission-only plan or a low base salary with large bonuses, he writes. "If the compensation structure prevents you from acquiring the talent you need to compete and win, it's an expensive sales force," he writes.

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