I came across a good article today that talks about the 2 main types of salespeople. The article also has some good stats that will help as you are making changes to your compensation plans as we move into 2023.
"The majority of both extrinsic and intrinsic salespeople are motivated and you can continue to motivate them, but compensation plans for each group should be appropriately tailored. Intrinsically motivated salespeople don't want less money, they want more security from their base salary. Extrinsically motivated salespeople don't need a larger base salary, they want the ability to maximize their earnings without a cap."
It is a good read as many companies struggle to keep their top talent.