Variable-pay programs are an effective way of motivating people. For that reason, it has been implemented in many companies.

Variable-pay programs are an effective way of motivating people. For that reason, it has been implemented in many companies. For example: in IBM the Salesmen are rewarded according to such a program, while the System Engineers are not.

Is that a wise decision? Why do you think it was adopted in such form?
Illustrate your position by your experience.

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