Sales remuneration set for shake-up

Venues and brokers shift focus to quality of flow amid rising price competition

New trend: commissions are becoming more aligned with quality flow

The role of sales people in foreign exchange is set for a shake-up as platforms, brokers and industry utilities seek to compress costs and incentivise staff to bring in profitable flow rather than focusing on volumes alone, market participants have told FX Week.

One broker recently pulled its commission for sales people if the value of the flow they bring in is below the $2 per million threshold, while staff at platforms striving to gain market share are increasingly becoming similar to their

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