When structuring employee sales contracts, build in the opportunity to offer additional incentives at your discretion to sales performers who exceed targets. These salespeople are typically capable of significantly more and it makes no sense to have them cruise for the last 2-3 months of the year because they have made their number; and because they intend to spend the remainder of the financial year setting up a flying start to the next. The kind of flexibility we see working effectively in this situation will enable you to offer short term and completely tailored incentives specific to each individual situation.
