Money or Motivation?: Compensating the Salesforce

Abstract

Reports a study of the salesforce compensation practices in manufacturing companies which is the first of its kind undertaken in Australia. Australian companies rely heavily on salary as the main form of salesforce compensation, unlike in the USA where the majority of salespeople are rewarded using commission‐based means. To a lesser extent, this is also true for Britain. The companies in this study, like many European firms, make relatively little use of performance‐related compensation methods such as commission. These findings are surprising, given that most companies reported that the main objective of their compensation plans was to reward above average performance. Such discrepancies between objectives and methods appear to be widespread and can, in part, be related to the social and legal environment in which Australian companies operate.

Citation

McColl‐Kennedy, J.R., Kiel, G.C. and Dann, S.J. (1993), "Money or Motivation?: Compensating the Salesforce", Marketing Intelligence & Planning, Vol. 11 No. 1, pp. 13-19. https://doi.org/10.1108/02634509310024137