Why do so many companies use point style programs?

The most inclusive format is an “everybody earns” format based on individual history or bracketed levels. This format allows every single salesperson to earn in proportion to their contribution and there are no barriers other than their own effort.

Why don’t we just use cash?

We can talk about “trophy value” but the point that not many talk about is that if your people want to earn more cash you already have that program in place… it’s a commission plan. Using cash just creates a shortcut to get to the same...