Sales Force Integration of FedEx Through the ARISE project, FedEx made several changes to their compensation plan to generate sales for their integrated FedEx Express and Ground sales force. Many problems came along the way while trying to create right balance in compensation to generate sales throughout FedEx's major brands. In the end, it seems the right structure was reach that caters to the needs of the company. FedEx first decided on 80/20 compensation then later would change it to a 70/30 pay structure. Bonuses are paid out every six months. The sales goals are set and only during extreme circumstances, are adjusted. The biggest issue in the beginning of the new pay structure was the payout of the bonuses. First, there was a yield factor that is a weighted average that determines the base bonus. Also, the Balanced Performance Incentive Multiplier (BPI) determines the additional bonuses the account executive earns. With all these different numbers, FedEx would find out how their sales force would react to this complex system. FedEx Solutions was created under the new FedEx......

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