The Critical Evaluation of Compensation Management on the Performance of Sales Force in Telecom Industry

Abstract

This project is about the impact of compensation practices on the performance of sales personnel’s. Compensation practices are not only important for the employees but they are also very important to achieve the overall goals of the organization. Compensation is very important for motivating and enhancing the future skills of the employees within an organization especially the sales team. Sales personnel’s have to do a lot of physical effort, particularly the sales personnel’s in telecom sector It is very important for the organization to spend a reasonable amount of their funds for the compensation of their sales professionals. This will motivate the sales personnel’s and ultimately they will try their best to achieve the overall goals of the organizations. This project will ultimately be beneficial for the top management of sales force team in the telecom sector of Pakistan who can apply this compensation management plan for the improvement of their sales force personnel and ultimately improving the overall performance of their organization. It will enable them to enhance the productivity and efficiency of their sales professionals. In our report firstly we will give a brief introduction and then we will highlight some important points of the previous literature regarding sales compensation and then we will explain different techniques which we have used for collecting and analyzing the data. After this we will gave different suggestions and recommendations that how the telecom sector of Pakistan can motivate their sales persons to contribute towards the ultimate goal of the organization. And in the end we will provide good recommendations which will be beneficial for the telecom industries of Pakistan.