According to a recent study by the Wilson Group, Concord, MA, and the Bose Corporation, New England companies are expecting modest growth in their business. Seventy-one percent (71%) of companies recently surveyed expected growth exceeding 4% in 2015; this compares...
The role of new account sales representatives or Hunters is focused on getting the organization new business. Account Managers, or Farmers, are responsible for growing and maintaining the revenue stream. At a point in time there is a “handoff” of an account from the...
1. The desired market position is consistent with the level of talent and performance requirements of the organization. Most strong sales oriented companies have base salaries that are at or slightly below the market median and variable cash compensation that...
This report provides information on the primary compensation actions taken in 2012 and the plans for 2013, examines merit pay plans and budgets, and shows how companies reward performance. It also summarizes the degree of change planned for annual bonus plans, sales...
