In the world of economics, a fixed salary represents a stable form of compensation for an individual active in the market. While it may lack incentives for motivation, it offers a degree of security to its recipient, given that its amount is not influenced by other economic factors such as the volume of business. In contrast to compensation based on variable commissions, a fixed salary is distinguished by its consistency.

Eric Mongrolle points out that organizations have once again been drawn to the concept of fixed compensation, recognizing the difficulty of achieving overall objectives satisfactorily with variable bonus systems. This trend has been reinforced by the general observation of longer sales cycles, resulting from the increasing complexity of sales processes and a more attentive consideration of the real needs of customers, who are expressing their preferences more and more openly.