Sales Bonuses Are Supposed to Motivate, So Don’t Waste Them on Easy Targets

Most companies pay salespeople a combination of a salary, a commission, and a bonus for hitting a quota, putting a portion of their pay at risk. The belief is that at-risk pay motivates salespeople to work hard and direct effort towards sales activities that encourage achievement of sales goals.

Read more: https://hbr.org/2017/09/sales-bonuses-are-supposed-to-motivate-so-dont-waste-them-on-easy-targets

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