Posted by Christopher Cabrera on March 26, 2012
“Show me a company’s various compensation plans, and I’ll show you how its employees behave.”—(Former Reliance Electric CEO Chuck Ames, according to General Electric CEO Jack Welch).
Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. Here are 5 ways to make the most impact.
Posted by Erik Charles on November 22, 2011
Variable pay is a powerful motivator, but it can backfire without the right pay mix. Too much variable pay makes sales reps into independent operators sometimes unwilling to take chances for the company. Too little and sales reps may not be motivated enough.