Merrill Lynch is dividing its sales force of 16,000 retail brokers into three categories: Financial Advisors (formerly called Financial Consultants) for everyday investors with less than $1 million, ...

Fortinet has reorganized its sales force in a move company executives said would better position the network security vendor to handle multinational accounts and capitalize on its platform-based ...

Citations: Zoltners, Andris, Prabhakant Sinha, Sally Lorimer. 2006. Match Your Sales Force Structure to Your Business Life Cycle. Harvard Business Review. (7-8)81-89.

The right sales commission structure can be the difference between an average income and earning six figures a year as a salesperson. For ambitious sales professionals, understanding and negotiating ...