Chapter 11
Small Companies, Big Companies—Sales Compensation Solutions
DOES COMPANY SIZE AFFECT SALES COMPENSATION?
The sales compensation concepts found in Compensating the Sales Force apply to both small and large companies, but the context differs. Small companies with few sales personnel have heightened concerns about the cost of sales, program fairness, and best practices. Rapidly growing small companies face challenging issues about territory size and potentially bulging compensation payouts. Cottage-style growth companies face the special challenge of entering, expanding, and maturing in numerous local markets. Large companies must address major challenges with program design, management, and governance. We will examine these topics in ...
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