Sales and operations leaders work extremely hard to meet financial objectives as they navigate constant internal and external change. Some of the most powerful tools that leaders can use to sharpen ...

Base salaries still make up the majority of sales compensation, the average plan being 57 percent salary and 43 percent variable. The leading variable components are based on revenue production ...

Reduce pricing latitude A regional sales manager suggests tightening up pricing instead of changing your compensation plan: You may not need to change your compensation plan at all. Perhaps you should ...

Chung, Doug J. "Kjell and Company: Motivating Salespeople with Incentive Compensation (B)." Harvard Business School Supplement 517-133, June 2017. (Revised May 2019.) ...

Johnson Outdoors Inc. is reporting that total company net sales in the second quarter ended March 28 declined 4 percent to ...

The software-defined and colocation services vendor has implemented a channel neutral compensation plan in which QTS sales team will still receive 100 percent commission on deals that involve ...

In a decision with significant implications for employers and employees alike, the New Jersey Supreme Court on March 17, 2025, clarified ...