Articles:

The seven rules of sales compensation simplicity

Assuredly, most sales compensation plans are way too complex. With good intentions, plan designers attempt to address varied and sometimes conflicting objectives. However, the outcome, while admirable, is too often an overburdened, overwrought pay program. Both sales representatives and sales managers alike call for improvements: “Make it simpler; we don’t understand it.”

Article by David Cichelli, Senior Vice President, Alexander Group
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