Using Consistency and Flexibility to Localize Global Sales Compensation Plans
Conventional wisdom dictates that within the realm of compensation, one size cannot fit all. Add in the complexity of sales incentives and overlay a global perspective, and there is no way the centralized administration of a common design framework will work for multiple countries with divergent cultures and differing perspectives on pay and performance. Or so the theory goes.
Yet a multinational, scientific publisher has bucked the odds and achieved great results with a global sales compensation structure that combines consistency with enough flexibility to span customs and borders. The publisher provides scientific information (e.g., textbooks, journals, reference materials/databases, etc.) to industry and corporations in print and electronic formats. The program’s success proves that thinking beyond the strictures of conventional wisdom can result in a creative and practical approach with broad application.