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May 10, 2005
Dual Compensation Plans Prove Destructive
Case study: Sales force is refocused on customers, not product
By Mike Marks & Mike Emerson
Case study: A regional medical gases distributor had been operating on two sales compensation programs for years. Historically, sales representatives were paid 100% commission. But when the company began a period of rapid expansion, managers found it difficult to hire new sales professionals under the existing program.
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