Question

In, "Motivating Salespeople: What Really Works," what general guideline is implied for sales compensation?

Question 28 options:

A)	Treat every sales person the same, in terms of using compensation to motivate behavior.

B)	Use the "Glengarry, Glen Ross" approach--reward the obvious winner of a sales competition, but nobody else.

C)	Fire low performers and don't worr about their compensation.

D)	Sales compensation is easy, simply pay the most money to higher performers and all desired behaviors will fall into place for all salespeople.

E)	None of the above is a logical application of concepts from the article.

Answer 1

E) None of the above is a logical explanation of concepts from the article.

The article claims that sales people compensation is one of the largest expenses for many organizations and they are using a variety of compensation strategies to keep their sales people motivated. The strategies could be flat rate compensation,bonuses etc.

The articles suggests that progressive companies have managed to get the most benefits out of their sales people teams by identifying the difference in abilities of each of their staff and providing the attention and investment in their staff tuned to their differences.

Also, the companies must design incentive and compensation programs designed to meet the unique needs of high performers and laggards. Also, the articles stresses on the importance of rolling out bonuses for the employees in order to drive performance on the job.