Sales Compensation For Tough Times

Topics:
Account Management,
Incentives and Compensation
Tags:
Nielsen Business Media,
Sales,
Sales Compensation,
Sales Force Management,
Sales Strategy
Source:
Nielsen Business Media

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Overview: Nowadays, the global economic fabric is again undergoing a test of its vulnerability and organizations are experiencing employee layoffs in record numbers not seen in the last 75 years. In more stable economic times, companies had sales compensation plans with lower base salaries and higher incentives. However, in recent years they have changed their sales compensation plans to address the needs of generations X and Y, who are attracted to a higher base salary with an optimal incentive mix that provides security but also upside potential. As a result, there is a broader range of plans in many sales organizations, a fact that has been compounded by specialization in the sales roles and multiple sales channels.

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Format: HTML | Date: Feb 2009 | Pages: 3

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