Question: Whats all this stuff about different pay packages and different incentive plans based on how long a sales rep has been with the company? demanded

“What’s all this stuff about different pay packages and different incentive plans based on how long a sales rep has been with the company?” demanded the irate sales manager. “Around here, everybody gets the same treatment. We’re not offering customized compensation packages.” What are the problems associated with motivating sales reps on the basis of their stage in the career cycle?

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Inequity and Demotivation Providing the same compensation and incentives to all sales reps regardless of their experience or performance can lead to i... View full answer

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