Are You Getting the Most From Your Sales Comp Plan?

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Cost Management Alerts

Are You Getting the Most From Your Sales Comp Plan?

May 21, 2008 11:29 AM

Variable pay is a multi-million dollar cost center and a huge chunk of total compensation in most sales organizations, yet it's doubtful that companies have a good handle on it. In a May Business Finance online poll, 46 percent of respondents said that their company pays out more than $5 million a year in variable comp, but an eye-opening 29 percent were unsure of the total cost. What's more, fully one-half of the execs polled were unable to say roughly what the error rate is in their variable comp payments. Clearly, a little CFO intervention is called for.