TY - JOUR
T1 - Sales compensation plans
T2 - one size does not fit all
AU - Ryals, Lynette J.
AU - Rogers, Beth
N1 - no pre or post-print available
PY - 2005/7/1
Y1 - 2005/7/1
N2 - This paper considers the state of variable pay compensation plans for sales people in business-to-business markets and, in particular, reviews proposed methods for rewarding key account managers. The authors suggest that, rather than have one instrument to determine rewards for all professionals involved in selling, the reward mechanism should be determined by the type of prospect or customer and the level of skill involved. The authors argue that only companies that have a portfolio approach to sales pay, with pay reflecting the type of customer and the skills required to manage the relationship, will achieve appropriate motivation and productivity.
AB - This paper considers the state of variable pay compensation plans for sales people in business-to-business markets and, in particular, reviews proposed methods for rewarding key account managers. The authors suggest that, rather than have one instrument to determine rewards for all professionals involved in selling, the reward mechanism should be determined by the type of prospect or customer and the level of skill involved. The authors argue that only companies that have a portfolio approach to sales pay, with pay reflecting the type of customer and the skills required to manage the relationship, will achieve appropriate motivation and productivity.
U2 - 10.1057/palgrave.jt.5740162
DO - 10.1057/palgrave.jt.5740162
M3 - Article
SN - 0967-3237
VL - 13
SP - 354
EP - 362
JO - Journal of Targeting, Measurement and Analysis for Marketing
JF - Journal of Targeting, Measurement and Analysis for Marketing
IS - 4
ER -