Dear Dave, I own a small business, and I pay my people on straight commission. We've started growing a bit, and I'm having trouble finding good, new reps who want to work under this kind of compensation structure. Does your team work on commission, and if so, how do you do it? Gary Dear Gary, I love commission plans that rely heavily on incentives. I just plain love the idea of commissions. I mean, I'd put my receptionist on straight commission if I could figure out how to make it work! But honestly, there's hardly anyone on my team that works straight commission. The majority of my folks work on a small salary plus commission, or some kind of draw until they get rolling. Now, I don't want them fat and sassy and getting something for nothing. That's not fair to me. But the truth is that a broke salesperson smells, looks and acts desperate. They tend to promise the sky and deliver something a lot closer to earth. The key is to find a happy medium. So I usually give my guys enough to get by, but if they want anything better they have to go kill something and drag it home. The base keeps the kids fed and the lights on, but if they want a little fun and some pleasure in life they have to work for it! - Dave * For more financial advice plus special offers to our readers, please visit www.davesays.org or call 1-888-22-PEACE.
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