“Beyond individual incentives based on physical sales, it is necessary to integrate customer satisfaction criteria in a collective and more qualitative approach”
Primeum specialises in variable wage strategies. In the retail industry, how are store staff rewarded?
Hervé de Riberolles : According to our latest study conducted in 2019, the variable pay of in-store sales staff represented 9% of total salaries for mass market retailers. This is a low limit in order to really generate motivation and change behaviours. In the luxury sector, variable pay was 16% on average, with rates of 20% to 30% for some companies. Historically, this variable pay was based
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