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    More Frequent Sales Quotas Help Volume but Hurt Profits

    Mar 29, 2018 3 minutes
    BY DOUG CHUNG & DAS NARAYANDAS

    Sales organisations often struggle to find the best way to motivate their sales force.

    Some common questions include:

    • How much of a rep’s compensation should consist of a fixed salary and how much should be based on commission?

    • Should commissions be capped?

    • What’s the effectiveness of bonuses and other incentives?

    SALES QUOTA RESEARCH

    While past quantitative research has investigated some of these issues, in our recent

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