A influência da comissão salarial na motivação dos funcionários: a percepção de uma equipe em vendas em Oeiras-PI

Abstract

This study aimed to analyze the influence of a commission-based salary system on the motivation of a sales team in a company located in Oeiras, Brazil. An exploratory, qualitative research was conducted in a clothing and footwear sales company in the municipality. Data were collected through structured interviews with four employees, identified as A, B, C, and D, who work directly with product sales. In addition to the interviews, the study was supported by a bibliographic review focusing on topics such as compensation, motivation, organizational performance, and commission-based pay. The results indicated that financial incentives, particularly commission-based salaries, play an important role in employee commitment and performance. It was also found that factors such as professional recognition, career development opportunities, training investments, and organizational climate significantly influence team motivation. The study concludes that the commission system, combined with management practices aimed at human development, contributes to the improvement of organizational performance.