Getting the right amount of variable pay to drive sales and keep business profitable? It’s a balancing act.
Tagged Archives: variable pay
Pay your hunter reps to win with your sales compensation plan
Posted by Erik Charles on January 19, 2012
Hunting for good hunters? It comes down to motivating them with a specific mix of pay and incentives.
Optimize pay mix with variable pay
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.
