It’s easy to understand why increasing a rep’s commission rate can be an effective motivator. But is there ever a good reason to decrease commission rates? That’s the question every business must answer when considering implementing a sales decelerator.
In this article, we’ll explain what a decelerator is, what scenarios they’re used in, and how to implement decelerators with the strategy and care they require.
What you’ll learn:
What is a decelerator? Decelerators vs. accelerators Common sales decelerator use cases Best practices for using commission decelerators in your comp plans Motivate your reps with transparent incentive pay
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