Learn how compensation should be used to drive a competitive advantage in organisations. The right commission plan can help attract and retain top talent and it is the most critical factor in driving sales behaviours. It is important to look into the commission data across companies and industries to benchmark what the optimal pay mix should be in order to drive the right behaviours.
In this guide, you will discover:
:: How to use sales data to create a strong pay mix
:: Real-life examples of successful sales pay mix
:: Industry-specific pay mixes
COLT is a telecoms company, employing 4,000 people worldwide; 1,200 in the UK. Established in 1993, its employment model was similar to that of many telecom and dot-com organisations which came and went in that decade. COLT, though, has grown and prospered, and this growth has brought a need for consolidation and rationalisation of reward arrangements which had been put in place without much strategic intent.
For more details see our review, published in the 'News' section of e-reward.co.uk, 3 July 2004.