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Compensating Sales Staff: To Be (in the Office) or Not to Be

Compensating Sales Staff: To Be (in the office) or Not to Be by Dave Bresler

At a recent Around the Horn session, we fielded a question from a gentleman who was a successful franchisee of a fast-growing business that had a strong sales component. He and his management team created a leadership structure, new mission statement, and are now considering an adjustment to their compensation plan to make it “salary plus.” That means providing a higher base salary while reducing commissions at the same time.

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