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Sales compensation governance: the last frontier of corporate reform
Peter R Gundy1, Elizabeth C Gaeta
1Mellon Human Resource & Investor Solutions, Stamford, Connecticut, USA.
Benefits Quarterly
|March 16, 2004
Abstract:
The area of sales compensation has remained relatively untouched by recent pressures for compensation reform. This article highlights some of the ways that sales organizations stumble in managing their compensation programs, and why it takes more than a simple tactical fix to address these problems effectively. The authors describe a more structured governance framework that not only identifies and resolves key sales compensation issues, but ultimately safeguards the effectiveness and financial integrity of the sales organization itself.
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