The economic environment is driving sales compensation plans toward higher payouts for overachievers and increasing the role of incentives in the pay mix, according to a new study.
The report, Sales Compensation Programs and Practices, draws from a survey conducted in July and August by WorldatWork, a nonprofit association of total rewards professionals, and consultancy OpenSymmetry. Responses were received from 246 WorldatWork members, mostly from large North American companies, earlier this year.
