What is it about?

An effective compensation plan through optimal design of pay level and pay mix successfully balances the needs of salespeople, sales organization and customers simultaneously to maximize value of the organization. Research provides analytical frameworks and models for calculating optimal pay level and pay mix and concludes with an illustration to provide methodology for calculating optimal value of pay level and pay mix in a sales organization.

Featured Image

Read the Original

This page is a summary of: Sales Compensation Strategy, Compensation & Benefits Review, May 2015, SAGE Publications,
DOI: 10.1177/0886368715614940.
You can read the full text:

Read

Contributors

The following have contributed to this page