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Remuneration

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Submitted By JohnAnderson24
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Assignment 3
Research Methodology

by

John Anderson
909441387

May 2012

Variable pay and its effect on Sales Team Motivation

1. INTRODUCTION
It is widely accepted that Sales People are motivated by having some element of their remuneration linked to their actual sales performance. What is not clear is what the level of guaranteed pay (Fixed) should be and what level of variable Pay (commission) should be? This question essentially asks to what level the company wishes to share the reward of high sales performance while mitigating and sharing the risk of poor sales performance with the sales people. I will seek to understand the impact on sales people of having their package made up entirely of Commission and having no basic salary to rely on in times when they have not performed. The commission scheme I am analysing has the advantage of not being capped so there is potential for top performers to earn the highest wages in the company. I will explore the motivation levels as well as staff retention of top performers as well as poor performers.

1.1 Background to the study (Situation/context/related problem/concern in brief)
1.1.1 Situation: - the profitability and performance of a business is largely reliant on the amount of new business brought in by the sales teams as well the continued support and profitability of the existing client base. The motivation of the sales individuals as well as the team as a whole should therefore be regarded as paramount to the success of the business. Organisations have very different philosophies on how to remunerate and motivate their sales teams ranging, on the one extreme from straight salary to commission-only on the other extreme, with a number of organisations opting for some form of mix of the two.

1.1.2 Concern: - there are significant advantages and disadvantages of

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