All tagged Pay Mix

What is the right pay mix for Freight Broker Carrier Sales (Dispatcher) Roles? Carrier Sales roles are typically less prominent than either of the two main sales roles, but often they are compensated as 100% variable. This causes psychological stress as there are significant amounts of the pure carrier sales role that are outside of the carrier reps’ control…with the two biggies being the type of freight solicited and the price negotiated for that freight. If the sales rep is doing a miserable job, the carrier sales rep who is downstream will be stuck trying to make the best of a bad situation. How fair it is to compensate them solely on the total outcome when they had to start with bad inputs?

…you need to be very careful how you design your incentive plan or you just might end up dealing with some unexpected consequences, and possibly paying out more than you intended, or worse, getting no measurable return (or negative return!) for dollars you are spending.