But the increase in productivity is the most powerful benefit. It is not at all unusual to see productivity gains of 30% in the first year sales representatives are given a choice of compensation plans.

"Get them in the theater, break even on tickets and make your money on popcorn."

There are six heuristics that are recognized as being widely used in our daily lives, and a lot of them are relevant here…

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To help determine a company's true profitability, here are the first three questions we ask brokers: 

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While many companies focus on increasing profit, and therefore shareholder value, relatively few focus the same effort on improving their multiple. So, what drives this multiple?