A sales manager's CONTROL over his salespeople:

Question

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A sales manager's control over his salespeople can be strongest with a straight salary plan because the salespeople are solely dependent on their salary, so their actions can be controlled to a greater extent by the sales manager. In contrast, with order getters who are paid on straight commission, the sales manager's control may be limited as their actions are motivated by the commissions they receive. Combination plans may also make it difficult to control salespeople as they may focus on areas where they receive more incentives. While the marketing manager also plays a role in sales management, the sales manager has direct responsibility for controlling and motivating the sales team. Meeting sales quotas is important, but it does not necessarily indicate that a sales manager has control over their team.

A Sales Manager's CONTROL Over His Salespeople