Rebalancing Fixed and Variable Pay in a Sales Organization: A Business Cycle Perspective

@article{Madhani2010RebalancingFA,
  title={Rebalancing Fixed and Variable Pay in a Sales Organization: A Business Cycle Perspective},
  author={Pankaj M. Madhani},
  journal={Compensation & Benefits Review},
  year={2010},
  volume={42},
  pages={179 - 189}
}
  • Pankaj M. Madhani
  • Published 2010
  • Business
  • Compensation & Benefits Review
  • The business cycle has a significant impact on the revenue and profitability of sales organizations and directly influences sales compensation costs. Operating leverage is a key variable affecting business performance during different stages of business cycle. Rebalancing fixed and variable pay in the compensation structure helps organizations in the effective management of operating leverage in business cycle stages. This article provides a framework for properly designing pay structure and… CONTINUE READING
    29 Citations
    Realigning Fixed and Variable Pay: Compensation Management
    • 6
    Managing Sales Compensation Across the Economic Cycle
    • 3
    Realigning Fixed and Variable Pay in Sales Organizations
    • 8
    Sales Compensation Strategy
    • 1
    Managing Sales Force Compensation
    • 1
    Optimal Compensation: Rebalancing Pay
    • 5
    Managing Sales Employees’ Compensation: A Countercyclical Investment Approach
    • 7
    Managing Sales Force Compensation
    • 2

    References

    SHOWING 1-10 OF 28 REFERENCES
    The Cyclical Behavior of Price Elasticity of Demand
    • 22
    • Highly Influential
    Heterogeneity in Real Wage Cyclicality
    • 34
    • PDF
    Sales Force Effectiveness: A Framework for Researchers and Practitioners
    • 130
    • Highly Influential
    1991),”The effect of implicit contract on the movement of wages over the business cycle: Evidence from micro data
    • Journal of Political Economy,
    • 1991
    Measuring Business Cycles.
    • 1,308
    • Highly Influential