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Variable Compensation
March 20, 2012
Bob Gately
and
1 other person
answered this question
Why do sales people often need external tangible motivation such as variable-pay to reach their goals?
When I ask sales managers if 20% of their salespeople bring in 80% their sales revenue some laugh and say it is, "more like 10% bring in 90%." In any case the top performers are very valuable. The reason why the 80/20 rule is so ... more
July 27, 2011
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