Are you rewarding lousy salespeople?

11/6/2011 | Sales Benchmark Index

Paying sales commissions too soon can result in mediocre salespeople earning too much, Ryan Tognazzini writes. Review your compensation strategy to make sure top performers are making significantly more than those who only achieve about 50% of their quotas, Tognazzini advises. "If you lose your best reps because they can make more money elsewhere, you can kiss next year's goal goodbye," he writes.

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