Sales Force Compensation

  • Reference: MN-353-E

  • Number of pages: 9

  • Publication Date: Jun 5, 2007

  • Source: IESE (España)

  • Type of Document: Technical Note

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Description

This technical note starts by analyzing the current economic context and trends in sales team management, such as the "atomization of sales roles" and the need for almost permanent readjustment of salespeople's compensation. It then describes the seven stages in creating a pay system for sales staff. Lastly, it provides data on how Spanish companies actually pay their salespeople. The data come from surveys carried out by Professors Cosimo Chiesa and Lluís G. Renart between 1999 and 2003.

Keywords

Compensation Methods Performance Evaluation Sales & Marketing Sales management Sales strategy Teams