workspan is published 12 times a year by WorldatWork as a Premier member benefit. This monthly resource covers trends
and contemporary issues for the purpose of advancing total rewards management, theory, knowledge and practice. Compensation, benefits,
work-life and HR professionals value workspan content to assist in the development of programs and practices that lead to superior
National Brewing Company Uses 5 Goals to Keep Sales Comp Strategy on Track
A major brewery moved its sales compensation off of a purely volume-based plan and connected it to the metrics and activities that drove beer consumption. By understanding what influenced the purchase of beer and connecting it to something that was more important to the driver/sales rep, the company was able to change the behaviors of the reps and get them to sell more beer.
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