Don't Ignore Your Biggest Asset

Why do so many sales incentives target the same small group of high performers and completely miss the middle?

That's the topic of this month's cover story by writer Bennett Voyles. (See page 12.) He found that many companies lose a majority of their salespeople's interest practically from the minute they kick off their programs. “Everyone knows who's going to win the trip, who's going to join the Chairman's Club,” says Michelle Smith,

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