Salesforce are strategic assets to the sales organization, but their returns may not remain stable over time due to changes in business conditions. Salesforce investments are similar to investments in other types of real assets and thus carry uncertainties. The study identifies the uncertainties...

Salesforce compensation cost is the major cost of sales organizations and is influenced by sales organizations' internal as well as external environments. Salesforce control system as an antecedent of compensation can significantly influence salesforce behavior and has significant effects on...

Utilising the Sales Force Configuration Approach, this study evaluates how sales organisations can respond to market opportunities while balancing costs and profitability. The article discusses factors such as selling activities, role of the sales force, and sales force size and its impact on...

The salesforce is a strategic lever of the sales organization for improving sales growth, market share and profitability. Various attributes of salesforce such as its size and structure are key components of salesforce compensation design. This research focuses on this direction and provides...

Extending the concept of real options, this research considers a salesforce as a strategic asset and subsequently emphasizes creation of salesforce options to reduce uncertainties of return, volume and costs. The underlying logic of real options provides an extension of how practitioners can...

Sales force compensation is influenced by various factors of development and change occurring at the individual, product, organizational and environmental levels. Companies that adapt to changing circumstances are likely to be more successful. The sales compensation strategy should be realigned...

A well designed pay structure can be used as a powerful tool for encouraging employees to achieve goals set by the management. Monetary rewards include base pay compensation (or fixed pay) and incentive compensation (or variable pay). Each element of the compensation decision encourages and...