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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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