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This is also the perfect time to launch a new pay structure based on performance. Base pay should be a small part of the sales force's salary. The majority should come from new customers, current customers signing up for new services, and continuing use of services by current customers. However, based on the next concept, there should be a build-up to the new system.
"Making pay (or other valued job outcomes) contingent on performance should enhance instrumentality perceptions and employee motivation. The performance-contingent rule can be at the individual, group, or organizational level" (Dreher & Dougherty, 2001, p...
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