Compensating Sales Staff: To Be (in the Office) or Not to Be
At a recent Around the Horn session, we fielded a question from a gentleman who was a successful franchisee of a fast-growing business that had a strong sales component. He and his management team created a leadership structure, new mission statement, and are now considering an adjustment to their compensation plan to make it “salary plus.” That means providing a higher base salary while reducing commissions at the same time.