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Q. I incentivise my sales team with a commission structure which is based on the company’s profit. This works well on many products, but I find that some of the larger long-term deals aren’t given as much attention. I feel that I have a team of individuals all striving and competing for their own targets. While this is a good thing in some respects, I feel that I could do with more teamwork from the department. How can I implement a system that incorporates both teamwork and competition?
