Dell is rolling out a new sales pay structure. It means bigger payouts for top performers and less for the rest.

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• Dell has changed how it pays sales staff.
• The new structure rewards high performers while scaling back earnings for low performers.
• The change comes as tech giants embrace a hardcore workplace culture.

Dell has kicked off its new financial year with a shakeup to how sales staff get paid.

Under the new structure, Dell is increasing rewards for high performers but scaling back earnings for sellers who fall short of their full quota...