Articles:

Balancing Culture and Sales Compensation

Balancing Culture coverBoth “globalist” and “internationalist” approaches have some benefits but can create complications for global leaders. When it comes to sales compensation plan design, the debate over global versus local is alive and well. Approaches to resolve this debate range from one extreme to another. Some companies take a “globalist” approach, favoring a standard, consistent solution worldwide, while others take an “internationalist” approach, allowing local leadership to determine the plans. Rarely does either extreme work well. The preferred approach is a globally consistent framework with flexibility at the local level.

Article by Jamie Riley, Director and Paul Vinogradov, Vice President, Alexander Group
Published August 2016, Workspan, the Magazine of WorldatWork©