Published Articles

Selling Your Sales Compensation Plan to Management

WorkSpan Magazine, February, 2011 – Selling Your Sales Compensation Plan to Management Learn how to prevent last-minute derailment of your sales compensation design effort, and make sure your plan designs reflect the top priorities of your most influential stakeholders.

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Looking Ahead: Should We Make a Change?

Sales Compensation Focus, July 2010 – The economy appears to have taken a positive turn and many companies are starting to think about growth: hiring more sales reps, launching a new product, or breaking into a new market segment. One of the first questions that is raised when a company returns to growth mode, especially if there has been significant retrenching, is, “What should we do with our sales compensation plans?”

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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…

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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.

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