Erratic compensation and lack of reliable income means your salespeople have more financial problems, ironically distracting them from work goals. If you have a “churn and burn” culture that sells commoditized product, perhaps commission-only sales is a way to go. If you want to build a solution-selling, high-value sales force, commit the team and company to invest in their success just as much as you expect them to invest in the company! Internal Training Builds A Better Sales Force Ongoing training can be the cheapest and easiest (yes, easiest) way to improve your team's performance. It takes commitment and focus, but is always a great investment of your time. The Best and Cheapest Investment In Your People… ...is consistent, regular training and coaching (especially new hires). I see again and again what a difference regular training makes in improving sales skills and results, reducing ramp time and increasing “promotability” (yeah, I just made that word up, but what a concept!). Simple monitored practice exercises, with feedback, can make a dramatic, noticeable difference in performance, whether in public speaking, objection handling, phone skills, demos or personal/career development. What Works A program with an ongoing, regular format. Includes exercises/role-playing and useful feedback. Is designed effectively, to make it worth your reps' time. Follow through on everything: maintain the schedule, check progress, keep it fresh and don't let things slip.