Daniel Pink - Selling in the Age of AI and Big Data
"World of DaaS"
Prioritize People and Pay
Motivating salespeople effectively requires a balance of compensation structures. Instead of solely focusing on high-stakes bonuses, it's crucial to maintain a healthy base salary to foster long-term engagement and reduce risk-taking behavior. Hiring exceptional talent should be the top priority, as great employees thrive with adequate support. Effective variable compensation should be tied to meaningful, straightforward performance metrics rather than intricate schemes, ensuring incentives align with organizational goals while keeping employees focused on sustainable success.
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