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3 variable pay trends help weather recession

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in HR Management,Human Resources

In a stagnant economy, two business imperatives can spell the difference between success and extinction: profitability and new business development. Without ready cash and new revenue sources, most companies will quickly be on life support.

That’s why so many organizations are taking a fresh look at how they pay their salespeople—the employees who get customers to pay for whatever a business sells or services.

By focusing sales compensation on what matters most, successful companies are offering up lessons on variable pay from which every compensation pro can learn.

This year promises to be a particularly fertile time for sales compensation innovation. According to a new survey by total benefits nonprofit WorldatWork, two-thirds of organizations restructured their sales comp systems last year, and more change is on the way.

“New sales compensation plans at many companies are an annual event,” said WorldatWork’...(register to read more)

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