โ Scribed by Dorf, Paul R.
No coin nor oath required. For personal study only.
Upper Saddle River, New Jersey, where he is responsible for directing consulting services in all areas of compensation, including executive compensation, sales compensation, incentives, performance management, and salary administration. Having over 30 years of human resource and compensation experience and 20 years of direct consulting experience, Mr. Dorf has been a featured speaker at the American Management Association, American Compensation Association, and the Society for Human Resource Management national conferences. * * * 73 D ESIGNING COMPENSATION TO BOOST SALES
Many firms depend on the effectiveness of their sales personnel to ensure success. Yet they often design sales incentive and compensation programs that misdirect their salespeople's efforts and sometimes even contradict organizational goals. This article reveals the pitfalls typically encountered in compensation and award programs and outlines steps that managers can take to develop sales compensation plans that complement and help meet organizational objectives.
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