Abstract
High turnover among sales employees is causing organizations to rethink "the deal" they must offer to attract and retain top talent. Pay and benefits are no longer enough. To recruit and keep the best performers, companies must now provide a total rewards package that includes a good work environment and opportunities for learning and development. In designing this package, they must take a holistic approach. This article describes how a major pharmaceutical company identified sales employees' needs in four key areas and used a holistic approach in developing its total rewards package.
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