Scaling Up Compensation by Verne Harnish; Sebastian Ross
Author:Verne Harnish; Sebastian Ross
Language: eng
Format: epub
Publisher: Gazelles, Inc.
Published: 2021-12-15T00:00:00+00:00
Making Individual Incentives Work
Variable pay, as opposed to base pay, needs to be re-earned each pay period. According to a study by WorldatWork, more than 90 percent of companies offer some sort of variable pay to their people, even though these schemes represent only a small portion of total compensation (5 percent in the US). Short-term incentives can be linked to the performance of an individual or a group. We will cover individual incentives and the special case of compensation of sales teams in this chapter. Group incentives will be treated in Chapter 4.
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