Do Salespeople Make Too Much Money?
(New York Times) — Good salespeople can make very good livings. In some cases they can make as much or more than the owner of the business they work for. I was told a story of one such company — and a problem that it created. A successful company had four salespeople who sold contract furniture. The contract furniture business is relationship-driven, and it requires a steady flow of new customers because most sales come from companies that are moving or expanding. Having a well-connected professional sales force is critical.
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