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How to Create the Right Incentives in a Sales Organization?
Sales doesn't exist in isolation, unless it's a sales company. I would imagine it's a function of the level of interduction of the salespeople. If the sales teams have to work together, because they integrate different areas, then i turn to be more of a global incentive system for salespeople. More important than that, i think, is the collective mission that brings everybody together and attracting the people who are allined to that.