Tag: Price Realization

3 Levels of Sales Jobs—3 Levels of Incentives

By HR Daily Advisor Staff Jun 17, 2013 Benefits and Compensation

Updated: Jun 17, 2013

Cichelli, senior vice president at the Alexander Group, offered his tips at WorldatWork’s Total Rewards 2013 Conference and Exhibition. Here’s how he describes the three types of sales jobs: Job Level→ Factor↓ Territory Rep Account Manager Key Account Manager Customers Many/Existing and Potential Several (20–30)/ Existing Few (3–4) /Existing Orders Many/Small Average/Average Few/Large Sales Cycle […]

Competing Compensation Goals? Matrix Them

By HR Daily Advisor Staff May 28, 2013 Benefits and Compensation

Updated: May 28, 2013

Matrices for Sales Comp Use a matrix when sales people have concurrent accountability for two competing measures, says Cichelli, who is senior vice president at the Alexander Group. His remarks came at the WorldatWork Total Rewards 3013 Conference and Exhibition held recently in Philadelphia. The payout matrix provides improved payout as performance on both measures […]