Organisational Theory - Applied to sales incentives

The Organisational Theory as it applies to sales incentives tells the following:

Assumption	The goals of the organisation and the sales people are aligned
Favours

OUTCOME CONTROL (high % commission)	BEHAVIOR CONTROL (high % salary)
Oriented toward personal bottom line	More oriented toward mutual benefit
“Get off my back”	Relatively cooperative w/ mgmt.
Take customers’ side more than management’s side	Tends to see mgmt’s viewpoint more when balancing customer interests
Generates short-term results: sales, growth, etc.	Generates strategic results: customer satisfaction, new product introduction, lower turnover, etc.