Sales Compensation 101 for the Logistics Industry – Part 2
Part 2 — Good news and bad news: incentive plans work! So how do you design your incentive plan so you don’t end up with some unexpected consequences?
Sales Compensation 101 for the Logistics Industry – Part 1
Part 1 — Good news and bad news: incentive plans work! So how do you design your incentive plan so you don’t end up with some unexpected consequences?
Incentive Plans Must be Well-Documented to Prevent Costly Confusion
The joke goes that the majority of incentive plans are drawn up by the company president and sales director hastily over cocktails and written on a napkin. While most incentive compensation plans have a bit more thought put into them than this…
Rewarding Behaviors vs. Rewarding Results — Results!
WorldatWork Sales Compensation Focus, March 2010 — “You get what you pay for.” If you pay for behaviors, you’re very likely to get them; if you pay for results, you will improve the chances of getting the needed results significantly.
Linking Performance Management and Incentive Pay
WorldatWork Sales Compensation Quarterly, Q2 2009 — Incentive Pay and performance management are often managed by different parts of an organization without much thought given to how performance management can work with incentives to increase sales force performance…
First Step of Sales Comp Planning: Define Roles
WorldatWork Sales Compensation Quarterly, Q3 2008 — “Why isn’t my incentive plan getting me the growth I need” is a common lament from the the VP of Sales to the President to the CEO. One of the main reasons may not have anything to do with your compensation plans, but may be more about the way your sales roles are defined…
Is Cash Always King? Key Questions When Developing Non-Cash Reward Programs
WorkSpan Magazine, July 8, 2009 — “What part of ‘the deal’ with your company really drives your focus and keeps you working hard?” Do you know how your sales people would answer this question? If your sales compensation plan is working, it is likely to be at the top of the list, but you might also find that sales people value…
Compensation Specialists: Your big moment is now!
HR Group Newsletter, April 2009 — If you are responsible for compensation policy and planning for your company, the current economic situation may present you with an unprecedented opportunity to contribute to your company’s success.
Pay Planning (from RV Trade Digest)
RV Trade Digest, July 8, 2009 — There are few topics in any small business that cause as much angst as employee compensation. While employees try to extract as much money as possible from an employer, every business owner seeks to pay employees a fair, competitive wage that also offers a motivating incentive.
Focus on Ethics: Borrowed Work?
WorkSpan Magazine, October, 2007 — You may have been usurped by a co-worker that likes to take credit for other people’s work. What should you do?