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Blog Archives

Who owns the account? The Company or the Salesperson?

This is always a controversial subject between Salespeople and Managers.  Both sides tend to have their own opinion and the debate can get heated and emotional.  After being on both sides of desk for many years, here’s the best explanation

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Should Salespeople Be Paid Commission Or Salary?

Most companies create pay incentives for their Salespeople.  At least some form of commission payment has been an industry standard for decades.  Some companies are starting to adopt a salary only payment structure.  They claim that commissions are influencing Salespeople

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