Realigning Fixed and Variable Pay in Sales Organizations

What is it about?

Sales organizations should consider the career life cycle stages of sales people when devising compensation strategies. One type of sales compensation plan does not match all stages of career life cycle for a sales employee. Sales organizations can tailor expectations, motivations, reward strategies, as well as compensation structure according to career life cycle stages. To maximize sales force productivity and hence profitability of the sales organization, sales organizations should strive to find an optimal set of pay mix to motivate sales employees at each stage of career life cycle.

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Photo by Magnet.me on Unsplash

Photo by Magnet.me on Unsplash