Commission Plans That Do What They Are Meant To: Drive Execution

Tibor Shanto reminds us that commissions are a very subjective thing, and for most sales people, a very personal thing, and rightfully so.  Sales is one of the last professions where your income is directly dependent on your abilities and the execution of those skills. In most cases, except in organizations where the sales force is unionized. (Talk about an oxymoron, have you ever seen two words that do not belong in the same sentence, union and sales.) The one thing that everyone seems to agree on is that the incentive plan should drive results. Of course, that assumes that you have the right plan in place.  After that, you get little agreement