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Is Cash Always King? Key Questions When Developing Non-Cash Reward Programs
WorkSpan Magazine, July 8, 2009 — “What part of ‘the deal’ with your company really drives your focus and keeps you working hard?” Do you know how your sales people would answer this question? If your sales compensation plan is working, it is likely to be at the top of the list, but you might also find that sales people value…
How to handle compensating Territory Sales Managers who have additional responsibility to coach and train new hires or under-performers.
First of all, you are wise to avoid adding permanently to the base salary in recognition of a transient responsibility. My suggestion is to provide a separate incentive compensation opportunity…