Wednesday, April 04, 2007
[IWS] Towers Perrin: SALES COMPENSATION GOES GLOBAL [March 2007]
IWS Documented News Service
_______________________________
Institute for Workplace Studies----------------- Professor Samuel B. Bacharach
School of Industrial & Labor Relations-------- Director, Institute for Workplace Studies
Cornell University
16 East 34th Street, 4th floor---------------------- Stuart Basefsky
New York, NY 10016 -------------------------------Director, IWS News Bureau
________________________________________________________________________
Towers Perrin
Spotlight: Sales Compensation Goes Global
March, 2007
http://www.towersperrin.com/tp/jsp/hrservices_webcache_html.jsp?webc=HR_Services/United_States/News/Spotlights/2007/03_2007_Spotlight_Global_Sales_Comp.htm&language_code=global&selected=home
Traditionally, most companies designed and managed their sales compensation plans on a local basis, for a variety of reasons. Recently, however, many global organizations have been rethinking the merits of this approach. While recognizing that a uniform sales incentive plan worldwide may not be practical, more companies are concluding that the traditional fragmented approach creates added administrative complexity and may, in fact, hinder their ability to communicate with and consistently manage the sales force in markets around the world.
In this podcast, we provide an overview of what it means to take a global approach to sales compensation -- and look at the latest trends and emerging best practices in this area, including:
* The circumstances in which taking a global approach to sales compensation is appropriate
* The key benefits -- as well as some potential risks -- of moving to a global sales compensation process
* Practical tips on working with local managers to avoid the pitfalls and enhance the performance of the global sales force.
Download the podcast and listen now
< http://www.towersperrin.com/tp/getwebcachedoc?webc=HRS/USA/2007/200703/GCGmarch21podcast.mp3 >
Or, download and read a transcript of the podcast.
< http://www.towersperrin.com/tp/getwebcachedoc?webc=HRS/USA/2007/200703/Towers_Perrin_Sales_Comp_Podcast_Transcript.pdf >
______________________________
This information is provided to subscribers, friends, faculty, students and alumni of the School of Industrial & Labor Relations (ILR). It is a service of the Institute for Workplace Studies (IWS) in New York City. Stuart Basefsky is responsible for the selection of the contents which is intended to keep researchers, companies, workers, and governments aware of the latest information related to ILR disciplines as it becomes available for the purposes of research, understanding and debate. The content does not reflect the opinions or positions of Cornell University, the School of Industrial & Labor Relations, or that of Mr. Basefsky and should not be construed as such. The service is unique in that it provides the original source documentation, via links, behind the news and research of the day. Use of the information provided is unrestricted. However, it is requested that users acknowledge that the information was found via the IWS Documented News Service.
Stuart Basefsky
Director, IWS News Bureau
Institute for Workplace Studies
Cornell/ILR School
16 E. 34th Street, 4th Floor
New York, NY 10016
Telephone: (607) 255-2703
Fax: (607) 255-9641
E-mail: smb6@cornell.edu
****************************************
_______________________________
Institute for Workplace Studies----------------- Professor Samuel B. Bacharach
School of Industrial & Labor Relations-------- Director, Institute for Workplace Studies
Cornell University
16 East 34th Street, 4th floor---------------------- Stuart Basefsky
New York, NY 10016 -------------------------------Director, IWS News Bureau
________________________________________________________________________
Towers Perrin
Spotlight: Sales Compensation Goes Global
March, 2007
http://www.towersperrin.com/tp/jsp/hrservices_webcache_html.jsp?webc=HR_Services/United_States/News/Spotlights/2007/03_2007_Spotlight_Global_Sales_Comp.htm&language_code=global&selected=home
Traditionally, most companies designed and managed their sales compensation plans on a local basis, for a variety of reasons. Recently, however, many global organizations have been rethinking the merits of this approach. While recognizing that a uniform sales incentive plan worldwide may not be practical, more companies are concluding that the traditional fragmented approach creates added administrative complexity and may, in fact, hinder their ability to communicate with and consistently manage the sales force in markets around the world.
In this podcast, we provide an overview of what it means to take a global approach to sales compensation -- and look at the latest trends and emerging best practices in this area, including:
* The circumstances in which taking a global approach to sales compensation is appropriate
* The key benefits -- as well as some potential risks -- of moving to a global sales compensation process
* Practical tips on working with local managers to avoid the pitfalls and enhance the performance of the global sales force.
Download the podcast and listen now
< http://www.towersperrin.com/tp/getwebcachedoc?webc=HRS/USA/2007/200703/GCGmarch21podcast.mp3 >
Or, download and read a transcript of the podcast.
< http://www.towersperrin.com/tp/getwebcachedoc?webc=HRS/USA/2007/200703/Towers_Perrin_Sales_Comp_Podcast_Transcript.pdf >
______________________________
This information is provided to subscribers, friends, faculty, students and alumni of the School of Industrial & Labor Relations (ILR). It is a service of the Institute for Workplace Studies (IWS) in New York City. Stuart Basefsky is responsible for the selection of the contents which is intended to keep researchers, companies, workers, and governments aware of the latest information related to ILR disciplines as it becomes available for the purposes of research, understanding and debate. The content does not reflect the opinions or positions of Cornell University, the School of Industrial & Labor Relations, or that of Mr. Basefsky and should not be construed as such. The service is unique in that it provides the original source documentation, via links, behind the news and research of the day. Use of the information provided is unrestricted. However, it is requested that users acknowledge that the information was found via the IWS Documented News Service.
Stuart Basefsky
Director, IWS News Bureau
Institute for Workplace Studies
Cornell/ILR School
16 E. 34th Street, 4th Floor
New York, NY 10016
Telephone: (607) 255-2703
Fax: (607) 255-9641
E-mail: smb6@cornell.edu
****************************************
# posted by SBasefsky : 9:02 AM
