Complementary Relationship of Sales Organization Culture and Compensation System: Practical Implications
World at Work Journal, Vol. 25, No. 3, pp. 40-58, July-September 2016
20 Pages Posted: 2 Mar 2017 Last revised: 28 Sep 2017
Abstract
Sales organizations should align culture and compensation systems to achieve performance goals and business results. By developing a culture that identifies and directs certain behaviors, organizations can achieve optimal balance of total rewards programs. This article identifies compensation strategies for various types of sales organization culture and provides various frameworks and illustrations for identifying optimal or best performing culture for a sales organization.
Keywords: Organization culture, compensation, sales performance
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