It is the purpose of the organization, and the grounds of management authority, to make human strength productive. It is the task of ma...

...sales representatives see the incorporation of hitting management-established goals as a logical evolution to their pay program.  Mos...

It is better to not waste time discussing goal-driven program options if a company is unable to implement them. Assessing the feasibil...

Sales rep incomes are tied to goals, budgets, or quotas, creating a degree or accountability for the rep to contribute his or her part of t...

It wouldn't matter if the sales rep that generated $1MM missed his or her budget by 30%, was down 20% in sales from the prior year, los...