BONUS/COMPENSATION PLANS: PART ONE by Jack Fries An incentive or bonus program requires many variables to be successful. Such programs too often reward work that wouldve been done...

I have always been a believer that the best salespeople we have working for us are our clerical staff. The biggest problem seems to be our lack of proper motivational tools to excite them into selling. I have attempted to change their method of thinking, and although our program is in its infancy, it appears to be a step in the right direction.