At previous organisations with a sales force, we had to determine rules regulating the split between fixed and variable pay for the population eligible to the Sales Incentive. Besides benchmarking with other companies in our markets, we used an internal logic. We would start from the bottom up ie define, first, what a sales role…
Why the Sales Director has less on-target incentive than the Sales people
February 9, 2012 by 1 Comment
The limits of Emiratisation quotas
January 26, 2012 by Leave a Comment
Your company has set some ambitious targets around emiratisation / nationalisation. You’ve been a good Compensation manager. You have integrated Emiratisation into the bonus calculations for your organisation. The idea was : “If it’s in their objectives, then the Directors will focus on it”. So you sat with the HR Director and the CFO and…
Of average salaries in Europe
January 17, 2012 by Leave a Comment
A while ago, a Sales Director asked for “an average salary for a sales/account manager in IT company selling specialty software within Europe”. I wish it were that simple but there is no such thing as a “salary in Europe”. For the same job, each country will pay different salaries. Salaries are normally always expressed…
Why am I not on the Sales Incentive Plan?
January 13, 2012 by 5 Comments
When I was working in the IT industry, there was a lot of talk about the sales population. Obviously, their success was central to that of the organisation, and given the complexity of the products and solutions, the scale of some of the contracts, and the competition in the marketplace, my employers were looking at…
