Motivating the Sales Force with Pay

Almost every organization has sales people and almost every organization struggles with the issue of how to pay them. As business becomes more competitive, organizations which effectively motivate their sales force will be the winners. Research shows that pay can be one of the most powerful motivators for sales people.

  • How do you make sure your pay plan is motivating?
  • Is salary, commission, bonus or some combination – what is best?
  • How do you develop a pay strategy?
  • How can you find out what your competition is paying?

Ms. Ding spoke on this topic to the American Electronics Association. She teaches courses in employee pay design for the professional certification program of WorldatWork (formerly American Compensation Association) where she is one of their highest rated instructors. She has taught courses on pay design for Chapman University, UCI Extension, Cal State Long Beach, and Cal State Pomona.