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04/13/16: What to Consider Before Killing a Commission Plan

From time to time an article appears in the press that argues it is inappropriate to pay sales people through commission...


The majority of our consulting work is undertaken and completed for B2B companies that sell a broad line of products or services through multiple sales channels. Under that umbrella, we have significant expertise in the following industries and types of selling:

Industries/Business Sectors:

  • Computers, peripherals and office equipment
  • Chemicals
  • Electronics and electrical equipment
  • Healthcare and medical devices
  • Industrial machinery
  • Professional services
  • Semiconductors and other electronic equipment
  • Software

Sales Models/Jobs:

  • Market/industry-based sales organizations
  • Product-based sales organizations
  • Hybrid sales organizations (use of multiple forms of specialization)
  • Major account teams involving multi-function resources
  • Business development specialists
  • Partner/VAR organizations
  • Tele-sales and service organizations