Conventional wisdom dictates that within the realm of compensation, one size cannot fit all. Add in the complexity of sales incentives and overlay a global perspective, and there is no way the centralized administration of a common design framework will work for multiple countries with divergent cultures and differing perspectives on pay and performance. Or so the theory goes.
Yet a multinational, scientific publisher has bucked the odds and achieved great results with a global sales compensation structure that combines consistency with enough flexibility to span customs and borders. The publisher provides scientific information (e.g., textbooks, journals, reference materials/databases, etc.) to industry and corporations in print and electronic formats. The program’s success proves that thinking beyond the strictures of conventional wisdom can result in a creative and practical approach with broad application.