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
This case study examines how a traditional, devolved organisation has used its approach to reward to move from a long-term strategic focus to one which is more flexible and responsive to short-term challenges. Although this case study focuses on the 2,000-strong managerial population in the UK, Unilever's policies for rewarding managers are increasingly being extended down to the most junior jobs in the organisation.
For more details see our review, published in the 'News' section of e-reward.co.uk, 12 October 2004.