ABSTRACT
You will learn in this chapter that compensating salespeople is more complex than many other professions. Several important components of salesperson compensation exist that often include combinations of salary, commission, bonus, sales contests, nonfinancial rewards such as recognition programs, and expense accounts, among others. Based on research by Chally Group Worldwide, there are 16 characteristics of compensation plans that, if present, increase the chances that a plan will prove successful in contributing to high salesperson performance.
