Multinational companies have local sales personnel serving local customers. Most companies use sales compensation to reward sellers for sales success. Should sales compensation plans be uniform around the world or tailored to local market conditions?
According to Alexander Group’s 2022 Global/Multi-Country Sales Compensation Practices Survey, the default answer is to have uniform practices throughout the world unless compelling conditions, such as unique go-to-market strategies or local sales job configurations, warrant custom, local pay practices.
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