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Commission an expense item or a sales motivational tool
I recently had a conversation with a CFO about the effectiveness of sales compensation plans. His take on it was that sales commission is just an expense item, period! I’ve met many CFOs who think that sales commission is just something they have to pay their sales reps for doing what they do. It is always too much money in their financial eyes, up to 14% of the revenue in most companies. Attitudes like that undermine the motivational aspect that a well-designed sales compens
