Designing Compensation Strategy with Game Theory Perspectives

[We’re pleased to welcome back Pankaj M. Madhani, Associate Dean and Professor of ICFAI Business School (IBS). Dr. Madhani is the author of “Salesforce Control and Compensation System: A Game Theory Model Approach” which appeared in Compensation and Benefits Review, Volume 47, Issue … Continue reading

Optimal Compensation Strategy during the Growth Stage: A Financial Modelling Approach

[We’re pleased to welcome Pankaj M. Madhani, Associate Dean and Professor of  ICFAI Business School (IBS). Dr. Madhani is the author of “Managing Salesforce Compensation During the Growth Stage A Financial Modelling Approach” which appeared in most recent issue of Compensation and Benefits … Continue reading

How Does Organization Culture Act As A Driver Of Competitive Advantage?

[We’re pleased to welcome back Pankaj M. Madhani of ICFAI Business School (IBS). Pankaj published an article in Compensation & Benefits Review entitled “Sales Organization Culture, Compensation Strategy and Firm Valuation.” Notes from Madhani:] The culture of sales organization is comprised … Continue reading

Recipe for Success: Optimizing Sales Compensation with Pay Level and Pay Mix

[We’re pleased to welcome Pankaj M. Madhani of ICFAI Business School (IBS). Pankaj recently published an article in Compensation & Benefits Review entitled “Sales Compensation Strategy: An Optimal Design of Pay Level and Pay Mix”.] Compensation strategy decision regarding pay level … Continue reading

How to Manage Salesforce Performance Measures? An Optimal Choice Between Behavior Versus Outcome Approaches

[We’re pleased to welcome Pankaj M. Madhani of ICFAI Business School (IBS) in India. Dr. Madhani is the author of “Managing Salesforce Performance: Behavior Versus Outcome Measures” which appeared in the most recent issue of Compensation and Benefits Review.] As … Continue reading

How Does an Organization’s Compensation System Affect Ethical Sales Behavior and Customer Lifetime Value?

[We’re pleased to welcome Pankaj M. Madhani of ICFAI Business School (IBS) in India. Dr. Madhani is the author of “Compensation, Ethical Sales Behavior and Customer Lifetime Value” which appeared in the most recent issue of Compensation and Benefits Review.] … Continue reading

How Does an Organization’s Compensation System and Its Culture Affect Each Other?

[We’re pleased  to welcome Pankaj M. Madhani of ICFAI Business School (IBS) in India. Dr. Madhani is the author of “Aligning Compensation Systems With Organization Culture,” which appeared in the most recent issue of Compensation and Benefits Review.] Organization culture has … Continue reading

Putting the ‘Force’ Back in Sales Force

As a company evolves, so must its sales force in order to stay competitive in the global market. To explain this process and offer best-case scenarios for success, Pankaj M. Madhani of ICFAI Business School published “Managing Sales Compensation: A … Continue reading