Sales Compensation:What It Is and What It Is Not

Sales compensation is the pay opportunity available to employexes in customer contact jobs. Typically, companies pay sales compensation to only these employees because they are the ones who interact with and persuade customers to do business with the firm. Figure 4-1 illustrates the components of total remuneration available to these employees and how sales compensation fits into the overall picture.

Figure 4-1. Total compensation.

Note that total compensation has at least seven components. Sales expenses are the money the company has to pay for airline tickets, rental cars, hotel rooms, meals on ...

Get Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.