Sales compensation governance: the last frontier of corporate reform.
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.
Gundy
Peter R
PR
Mellon Human Resource & Investor Solutions, Stamford, Connecticut, USA.
Gaeta
Elizabeth C
EC
D000066:Accounting / Q000379:methods*; D003132:Commerce / Q000191:economics* / Q000458:organization & administration; D004649:Employee Incentive Plans / Q000458:organization & administration*; D005607:Fraud / Q000517:prevention & control; D006075:Governing Board; D017408:Guidelines as Topic; D006801:Humans; D007449:Investments; D017146:Models, Organizational; D017008:Negotiating; D009936:Organizational Innovation; D009937:Organizational Objectives; D014481:United States