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Planning for Your Next Fiscal Year: Commissions

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http://www.thevarguy.com – It’s that time of year again, with fourth-quarter stress beginning to bite at the heels of VAR business owners and sales managers. With so many tasks to take on to ensure a smooth transition into the next fiscal year, it can be easy to neglect fourth-quarter responsibilities that will prepare your sales organization for the new year. Commission plans are top of the list. Too many companies wait until late January or February to determine if they’re going to change their plans, leaving sales teams floundering and undermotivated. Then there are companies that let their compensation plans (IT news)