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When companies first hire sales staff abroad they do it because they want to make sales and open a new international market.  An obvious question is how to set up the right incentive plan to get their sales people to make more sales.
There is a temptation to propose a low salary with a juicy commission [...]

When I first heard my North American sales friends speak of how your March sales were determined by what you did in December, my first thought was how lucky some people have it if they only have to think of sales 3 months in advance.  And I realized that as an international sales person used [...]