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Transportation and Logistics
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…
Should a transportation/logistics broker be on 100% commission?
The term commission is often misused and burdened with connotations. Some of our clients will not consider paying brokers any other way than by using a commission, while others have started a design discussion saying, “We are not a commission organization and we will never be a commission organization!”