A good rule of thumb is to set the qualifications and rewards at a level that will motivate the middle sixty percent of the sales force.

Question

Quizplus · Accepted Answer

This is a commonly acknowledged best practice in setting sales incentives, as the middle sixty percent of the sales force is typically the largest group and thus has the greatest potential impact on sales performance. By setting qualifications and rewards that motivate this group, companies can drive overall sales results more effectively.

A Good Rule of Thumb Is to Set the Qualifications