I am carrying out some research for a B2B company which wants to review the way it pays its sales people and office support staff. Currently commission is paid based on quotas but this does not always encourage the right long term behaviours, and can be pricey.
What do other organisations do to incentivise sales people whilst ensuring that support staff are also recognised and customers get the right deal? I would be very interested to hear about any schemes that are being run and ideas on this topic.
One other dimension is that this organsitaion has both their own and distributor sales teams and is multinational (US, UK, France and Germany principally)

Many thanks,
Jenny Partridge