What objectives must satisfy a system of incentives for salesmen and technical service engineers?
If the contract don't motivates no more the staff concerned, why keep it.
If the contract don't motivates no more them to take risks on sales forecasts, why keep it ..
If this contract is seen as a blocking factor or as an outdated system, what decision needs to be taken.
If this principle of compensation no longer fulfills its purpose, it should be redesigned to give it its original meaning - ie. motivate teams and gain added value.
For me, certainly, we must change the current concept and replace it with a new model more demanding and more rewarding.
Morality.
Never keep a pay system that no longer fulfill its role. You will lose twice: the first one because you pay to buy social peace, the second one because you pay for never win in productivity. Ultimately, your organization will regress.
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