When you follow this five-step process, you can design a compensation strategy that supports your business plan, positions your company successfully against competitors, and allows you to recruit and retain the sales force you need.
View each sales associate as if he or she were an individual company. (Your firm as a whole is then like a big conglomerate.)
Don't be intimidated if you pay less. Three-quarters of the time, sales associates leave a company for reasons other than money. Explain your value proposition; stress the services that you offer and the strengths of your firm.
Is your business all hat and no cattle? In other words, are you focusing on increasing revenue at the expense of profit?