How to Answer Four Tough Questions About Sales Support Compensation Plans
When top managers agree to extend participation in the sales compensation plan to sales support staff positions, they should anticipate that these newly eligible employees will have questions about how they will be paid in the future. We can identify four common questions that plan designers should anticipate and, therefore, prepare responses for frontline managers to use when those questions are raised.
Is a Portion of my Compensation at Risk? if so, how was that Decision Made?
These questions are quite common among employees who have not been paid under a sales compensation plan. If an employee's total cash compensation is salary or salary plus a year-end bonus, where ...
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