Realigning Fixed and Variable Pay in Sales Organizations: An Organizational Life Cycle Approach

What is it about?

This research explains the organizational life cycle, its impact on organization performance and role of an HR manager in effective compensation management. The stages in the life cycle are a key determinant of compensation strategies and their effectiveness in achieving organizational goals. The sales revenue, business risk and free cash flow of organizations change considerably during different stages of the organizational life cycle. Sales organizations must review, update and align their sales force compensation strategy in keeping with the organizational life cycle. Realigning fixed and variable pay in the compensation structure according to different stages of organizational life cycle will help organizations design an optimal compensation strategy for building competitive advantage.

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Photo by Erol Ahmed on Unsplash

Photo by Erol Ahmed on Unsplash