Is it appropriate to ask sales professionals to return their commissions?

08/27/2008 | DaveKahle.com

A company policy of taking back commissions to penalize salespeople for not meeting their goals is harsh, impractical and possibly illegal -- not to mention a major morale buster -- according to sales expert Dave Kahle. Other sorts of more reasonable penalties are available, but Kahle suggests combining these measures with incentive strategies and working with underperforming individuals to increase their chances at success.

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