(1) How do you motivate sales representatives when money is not effective? What can a sales manager do to motivate the successful salesperson?
(2) “What’s all this stuff about different pay packages and different incentive plans based on how long a sales rep has been with the company?” demanded the irate sales manager. “Around here, everybody gets the same treatment. We’re not offering customized compensation packages.” What are the problems associated with motivating sales reps on the basis of their stage in the career cycle?