I think when sales folks get large commissions and the other people involved in creating and marketing what gets sold do not, it can be very demotivating for an

I think when sales folks get large commissions and the other people involved in creating and marketing what gets sold do not, it can be very demotivating for an entire company -- especially if the sales people have an easy job of selling something, as opposed to having to work an account for a year or something like that. It depends how much the commisions are though. I think they should always be capped, or rather just track % of quota and use it as a way to compute how much of their quarterly 10% variable pay (or whatever) people get. Higher base also implies you trust people. I love the idea of helping the customer first versus pushing for a sale where something might not fit, and if you do that, people will buy things.