A regional sales conference is winding down. The day's workshops and lectures are finished and a group of sales managers and marketing professionals are gathered in their hospitality suite of choice. Various conversations start up and, along with good-natured lies about golf handicaps and plans for dinner later, among the next likely topics of conversation is bound to be something about a company's compensation plan—how it is being received, how successful it has been and how it has impacted the bottom line. "It's always a popular discussion topic," says Michael Marks, principal partner of Indian River Consulting Group in Melbourne, Fla. Compensation plans. Pay plans. Or "comp plans," as they are often referred. Whatever they are called, there is no shortage of opinions, theories and feedback when salespeople gather.
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