We just published the results from kasina's 2009 Sales Compensation study. Compiling the data was a lengthy, arduous and enlightening process. As you would expect, data reveal that quantum changes have taken hold since our last Sales Comp study in 2007. More interesting to me than the data itself, though, is that only a minority of firms are making special and determined efforts to take care of their top salespeople.

Broadly, companies reacted to the recent market crisis on a continuum that ranges from "duck and cover" (change nothing, wait for the storm to pass) to "opportunistic rationalization" (use the crisis as an opportunity to make needed and innovative change).

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