根据影响设计销售补偿：与ZS associates的Chad Albrecht的对话

Q1 Business, Management and Accounting

AMS Review Pub Date : 2025-07-04 DOI:10.1007/s13162-025-00310-3

Michael Ahearne, Molly Ahearne

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引用次数: 0

摘要

本文介绍了对Chad Albrecht的深度访谈，他是ZS的名誉校长和长期销售薪酬主管，重点关注销售人员激励薪酬的最佳实践和不断发展的策略。根据数十年的咨询经验和学术文献的见解，Albrecht概述了优化薪酬组合、指标选择、薪酬曲线和薪酬频率的实用框架。讨论强调了企业在设计战略协调、激励和财政负责的激励制度时所面临的挑战和权衡。除了为从业者提供战术建议外，本文还确定了未来学术研究的几个未被探索的领域，包括ROI测量、绩效分布建模和对薪酬设计的行为响应。这次对话强调了产业界和学术界之间需要更密切的合作，以建立更有效和基于证据的激励制度。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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Designing sales compensation for impact: A conversation with Chad Albrecht of ZS associates

This article presents an in-depth interview with Chad Albrecht, Principal Emeritus and longtime sales compensation lead at ZS, focusing on best practices and evolving strategies in sales force incentive compensation. Drawing from decades of consulting experience and insights from academic literature, Albrecht outlines practical frameworks for optimizing pay mix, metric selection, payout curves, and compensation frequency. The discussion highlights the challenges and trade-offs faced by firms in designing incentive systems that are strategically aligned, motivational, and fiscally responsible. In addition to offering tactical advice for practitioners, the article identifies several underexplored areas for future academic research, including ROI measurement, performance distribution modeling, and behavioral responses to compensation design. The conversation underscores the need for closer collaboration between industry and academia to build more effective and evidence-based incentive systems.

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来源期刊

AMS Review Business, Management and Accounting-Marketing

CiteScore

14.60

自引率

0.00%

发文量

期刊介绍： The AMS Review is positioned to be the premier journal in marketing that focuses exclusively on conceptual contributions across all sub-disciplines of marketing. It publishes articles that advance the development of market and marketing theory.The AMS Review is receptive to different philosophical perspectives and levels of analysis that range from micro to macro. Especially welcome are manuscripts that integrate research and theory from non-marketing disciplines such as management, sociology, economics, psychology, geography, anthropology, or other social sciences. Examples of suitable manuscripts include those incorporating conceptual and organizing frameworks or models, those extending, comparing, or critically evaluating existing theories, and those suggesting new or innovative theories. Comprehensive and integrative syntheses of research literatures (including quantitative and qualitative meta-analyses) are encouraged, as are paradigm-shifting manuscripts.Manuscripts that focus on purely descriptive literature reviews, proselytize research methods or techniques, or report empirical research findings will not be considered for publication. The AMS Review does not publish manuscripts focusing on practitioner advice or marketing education.