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Sneak Peek of the Latest Newsletter:

Sales Compensation: Getting the Mix and Leverage Right

Like most sales compensation task forces, managers will wonder aloud what the best relationship between base salary and variable pay is for the sales compensation plan. What should it be: low base salaries with high upside earnings potential? Or high base salaries with more modest upside earnings potential? This is a discussion about the mix and the leverage of the sales compensation plan. Here is our question: What is the right mix and leverage for the sales incentive plan?

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Have a sales compensation topic you would like to see covered? Submit to David Cichelli at davidcichelli@alexandergroup.com.

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