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By Cecile Marbella, associate manager, and Steve Trokenheim, partner, at Beghou Consulting Paying field sales representatives is harder than it sounds. Companies need to rigorously analyze data and thoughtfully develop payout structures that help sales reps maximize earning potential and sales results. If a company’s compensation plan fails to properly motivate or adequately reward sales reps, they may underperform or move to a competitor.
As a journalist, you can create a free Muck Rack account to customize your profile, list your contact preferences, and upload a portfolio of your best work.
