Introduction
FedEx stick outned to carry out a major intensify in their sales force through a hurl named ARISE, which was short for Achieving Revenue and Information Technology Synergies across the effort. In few words their main objective was to unite the FedEx and RPS sales units into a single sales force, customers were often tangled or overwhelmed by the actual sales structure. In devote to FedEx to achieve their vision, account executives would have to be in the capacity to offer both air and ground delivery offerings.
FedExs upper management faced a challenging figure essentially because they had to develop a new remuneration devise for the combined sales force, compensation being one of the most(prenominal) critical elements of the overall sales integration effort.
Challenges
Because major changes had to be made to their compensation plan to successfully integrate FedEx evidence and Ground sales, it is very important to determine the right counterweight in compensation. The key to creating a good compensation plan is balance between base payment and incentives.
Sales compensation can be complex and while there atomic number 18 many ways of approaching it, maintaining a competitive process in terms of the right mix of base salary and compensation is critical.
Its also important to keep in mind that compensation typically ranks very high in importance among sales people. Often, salespeople are heavily motivated by compensation and competitive environments.
Compensation Plan
The most important eyeshot of a successful compensation plan is to keep it simple. labyrinthine sales compensation plans often frustrate sales teams and those who must(prenominal) manage it. Keeping it simple, however, requires serious work and thought. Below are the most important issues to consider when developing a sales compensation plan for FedEx.
Base Salary vs. Variable Component
unmatched of the most difficult aspects for management is deciding the...If you want to bind a full essay, order it on our website: Orderessay
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