Optimizing Sales Compensation Plans for Growth and Talent Retention

Exploring the intricacies of designing sales compensation plans, this chapter discusses the impact of pay mix on individual and company success. It delves into challenges like skewed pay mixes, adjusting base salaries, and the importance of managing pay structures effectively to attract and retain top talent. The conversation also covers topics such as incentivizing diverse hiring, compensating sales reps for future services, and the debate on paying based on inputs or performance outcomes.