Tag Archives: sales compensation

Daniel Pink is Wrong … At Least When It Comes to Professional Sales People

Much has been written over decades on how to compensate sales people to achieve optimal results. The answers are all over the map. Daniel Pink’s best seller, Drive, advocated for intrinsic rewards not extrinsic, such as incentive pay. Those who … Continue reading

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Cause and effect?

Circuit City filed for bankruptcy today. Economy related? Probably, but not exclusively. A while back Circuit City restructured their compensation plan for their sales people, effectively reducing the pay of their top people. This caused many of their top sales … Continue reading

Posted in Down economy, recession, retail, sales | Tagged , , , , , , , | 1 Comment