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So, What Can Total Rewards Pros Do?

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For example, one component would reward total sales performance, while a second component might reward product mix, profit or new account sales.

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The charts below show the total expense over the life of each award and the total dollars delivered to the recipient.

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Department of Labor (DOL) administers and enforces comprehensive labor laws that total rewards professionals must master and keep pace with, including the Fair Labor Standards Act (FLSA), the Family and Medical Leave Act (FMLA), and several federal contractor-related acts regarding pay and benefits.

However, employers need to understand the options in setting up this type of savings vehicle.

Rossi: The answer varies significantly by industry, customer type — such as business-to-business versus business-to-consumer — and sales role, but some fairly common tactical sales compensation changes that may last in the long term include simplifying plans to two measures (three maximum), to enable agility with less to analyze/change, ensure better administration, and reduce goal-setting pressure and workload for sales operations as well as sales.