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Is it Time to Introduce Profit Margin in Your Sales Incentive Plan?

November 28, 2018  |   Sales Incentives,Uncategorized   |     |   Comments Off on Is it Time to Introduce Profit Margin in Your Sales Incentive Plan?

The answer to this question is unique to every organization. A sales incentive plan based on profitability is not the solution for all companies and needs to be supported by the overall corporate strategy. Here are a few questions to consider as you further explore whether it’s the right time to introduce Margin as a metric into your sales incentive plan: What is your organization’s strategy? - If you introduce profitability ...

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Independent Contractors – The Wave of the Future

October 29, 2018  |   Contingent Workforce,Uncategorized   |     |   Comments Off on Independent Contractors – The Wave of the Future

Forecasts estimate that independent contractors will comprise half of the U.S workforce within the next decade. Historically, companies used independent contractors on an as-needed basis. Most companies have given little thought around how to effectively attract and retain the best independent contractor (IC) talent, with the only focus being legal compliance with DOL legislation relating to ICs. With the forecasted large increase in the usage of independent contractor ...

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Salary Planning for 2019

September 18, 2018  |   Compensation,Uncategorized   |     |   Comments Off on Salary Planning for 2019

Salary increase budgets appear to be finally passing the 3% mark as companies compete for talent in an ever-tightening labor market, according to several salary surveys. Even so, the forecast still calls for relatively modest increases, as companies focus on the overall Employee Value Proposition. The projected total salary budget increase for 2019 is around 3.1% for Non-exempt employees and 3.2% for Exempt salaried and Officers/Executives. In 2018 ...

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Fairness and Equity in Rewards

August 21, 2018  |   Compensation,Uncategorized   |     |   Comments Off on Fairness and Equity in Rewards

Organizations must ensure that rewards programs are rooted in principles of fairness in order to motivate and engage employees from different backgrounds and experiences. WorldatWork and Dow Scott, Ph.D., of Loyola University Chicago, gathered data about organizations’ perceptions of fair rewards and the tools rewards professionals use to create reward programs, policies and structures. An executive summary of their findings is as follows: • Promotional opportunities lead among employee ...

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“Keeping Top Sales People Won’t Cost You a Thing”

June 26, 2018  |   Employee Retention,Uncategorized   |     |   Comments Off on “Keeping Top Sales People Won’t Cost You a Thing”

If you haven’t heard, sales jobs are a buyer’s market. With national unemployment at historically low levels, qualified candidates, especially top sales people, have many choices for where to work. In the past, the negotiation for hiring and retaining a top sales person came down to money -- either in the form of bonuses, higher commission rates, lower quotas or salary increases. However, research shows that to ...

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Key Success Factors to Gaining C-Suite Buy-In for New Sales Compensation Plans

May 30, 2018  |   Compensation,Uncategorized   |     |   Comments Off on Key Success Factors to Gaining C-Suite Buy-In for New Sales Compensation Plans

Gaining C-Suite buy-in to new sales compensation plans is one of the last steps before implementing new plans. However, we would first recommend to “begin with the end in mind,” as Stephen Covey recommends in 7 Habits of Highly Effective People. It’s not just the preparation for that final approval meeting that is important. The approach you take from the very beginning of the sales compensation project is ...

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The Role of the Sales Manager: What Role Does Your Sales Management Team Play in the Sales Compensation Arena?

April 24, 2018  |   Compensation,Uncategorized   |     |   Comments Off on The Role of the Sales Manager: What Role Does Your Sales Management Team Play in the Sales Compensation Arena?

• Are they a part of the sales incentive design team? • Do they take ownership of the sales incentive plan? • Do they own the communication of the sales incentive plan to their team? • Do they understand the pay mix and the associated base salary ranges for their direct reports? Most companies don’t answer yes to all of these questions. The question we ask is why not? Many sales ...

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Why Don’t We Create a Better ROI for Salary Increases?

February 20, 2018  |   Performance Management,Uncategorized   |     |   Comments Off on Why Don’t We Create a Better ROI for Salary Increases?

According to a recent AON/Hewitt survey, even with small merit increase budgets, companies are still trying to spread the shrinking merit increase budgets across all employees. This creates a no-win scenario, as average performers who should be happy to receive an increase are disappointed that it wasn’t more and high performers feel undervalued for their contributions. From a recent IBM study, one CEO said: “All of my competitors have ...

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Organizing Pay Practices in the New Year?

January 22, 2018  |   Compensation,Uncategorized   |     |   Comments Off on Organizing Pay Practices in the New Year?

We have heard from some of our clients that have grown and changed significantly in recent times that although their business needs have changed, internal HR processes have not always kept pace. This mode of operation can often lead to disorganization and inefficiency, which typically results in inequity and low morale. Implementing a compensation structure can assist in providing an organization with the ability to administer its pay ...

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Sales Incentive Compensation – A Species of Its Own

November 20, 2017  |   Compensation,Uncategorized   |     |   Comments Off on Sales Incentive Compensation – A Species of Its Own

In the world of compensation, sales compensation is a species of its own. While sales compensation and broad-based compensation employ some of the same principles, there are many differences. These differences are important to understand to effectively manage sales compensation, especially in relation to incentive compensation. The table below outlines some of the primary differences between sales incentive plans and corporate incentive plans.

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