Are you a leader who thinks about changing your company’s compensation plan for every single sales representative? If yes, we would recommend having an actual purpose in place at the heart of the plan. It is important to design it to incentivize salespeople to work like how your company leadership wants, to support the enterprise’s objectives. To incentivize them in an effective way, it is a must to understand the notion of motivation. The term ‘motivative’ means to urge someone to perform something.