Compensation Season Forecast: Conditions Right for Radical Change

Posted by Jason Brown on Fri, Sep 26, 2014

Compensation season is right now for many sales organizations, as companies prepare for the 2015 sales year. For most, that means examining incentive pay levels and mix, defining pay metrics that align with the company’s new goals and adjusting pay-for-performance relationships to make sure the right salespeople are rewarded. These housekeeping steps are necessary to maintain a healthy culture and productive sales organization.

But sometimes, more radical change is needed: for example, when competitive dynamics shift, profit models change or new information comes to light. All that (and more) is happening right now in the asset management industry, and we believe the time is right for a major change.

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