Reallocating Fixed and Variable Pay in Sales Organizations

What is it about?

Organizations design and implement incentive plans to attract, retain and motivate their sales force. With the objective of achieving goal congruence between the sales organization and its sales force, many sales organizations implement variable pay plans. However, in the case of the sales carryover, such incentive plans do not always align sales force motivations with organization objectives. This research identifies various factors affecting sales carryover and examines its impact on the sales organization as well as the sales force.

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Photo by Igal Ness on Unsplash

Photo by Igal Ness on Unsplash