Glossary
- award:
form of payment that is given within the context of a recognition event or program; may be in the form of money, prizes, plaques, or public commendation
- base salary:
fixed payment; adjusted to reflect cost of labor, negotiated settlement, seniority, and performance
- bonus:
a percent of base pay, or fixed dollar amount, for accomplishing objectives; may be capped or uncapped
- cap:
the total incentive opportunity a salesperson can earn in a given period
- commission:
compensation paid as a percentage of sales measured in either dollars or units
- competitive assessment:
analysis conducted to determine a company's relative position to its defined labor market in terms of total compensation, salary, or opportunity for variable compensation
Get Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
