The team selling concept is emerging as more and more revenue is generated through inside sales and the Internet. Inside sales is being given much more responsibility as outside sales takes on more problem-solving tasks. And top salespeople gravitate toward companies that teach them about profitability and working with internal and external business partners. A salesperson's mentality is motivated by commission. Salespeople are competitive - it's not so much a money issue as wanting to be the best.
Commission is the yardstick that salespeople use to measure themselves against others.
A commissioned salesperson has unlimited income potential equal to the amount of work put into a customer or a project. A strictly salaried salesperson may start to let house accounts slide as there is little incentive to go the extra mile. Recognition is what all salespeople are looking for, and gift certificates are becoming the No. 1 recognition tool for a job well done, she says. Redesigning the plan Before overhauling your compensation plan, consider your overall sales management strategy. Make sure that your sales strategy is in line with company goals.