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
The purpose of this e-reward performance management toolkit is to provide practical advice and guidance to anyone in an organisation which wants to review existing performance management systems and processes or develop new ones.
Line managers can also use our toolkit as a guide to their performance management practices, and it can provide the basis for developing understanding and skills through e-learning, coaching, mentoring and formal training.
Use this toolkit to understand
what is performance management
why organisations introduce performance management
the evidence regarding the prevalence of performance management in the UK
its key characteristics and components
what are the pros and cons
key ingredients for success
strategies available for introducing performance management.
What the toolkit contains
A general introduction in which performance management is defined and its aims and features described.
Methods of analysing present arrangements and requirements - the Analytical toolkit (section 2) - as a prelude to describing the Design, Development, Implementation and Maintenance toolkits (sections 3, 4, 5 and 6).
A listing of sources of further information (section 8).
A collection of sample documents (appendices A to E).
Download a nine-page summary of the toolkit in PDF format by clicking here
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