We are often asked, “When is the best time to start developing or revising our Variable Pay Plan for next year?” The answer is always “Right after mid-year.” But first, what exactly is “Variable Pay?” Typically, Variable Pay refers to incentives, bonuses, or commissions an employee can e...
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Compensation communication can be a critical link toward improving employee morale, performance, overall satisfaction, and company loyalty – and yet it is often an afterthought. Let's take a look at how damaging poor compensation communication can be, and how to use it effectively to motivate and ...
Read MoreIn our last couple of newsletters, we noted the unique factors that demand a different kind of compensation structure for your organization's salespersons. We showed that sales compensation must be a motivator for continued performance excellence. And we described how to strike the right balance bet...
Read MoreIn our last newsletter, we set the stage for understanding why the salesperson's unique role in an organization demands a unique compensation and reward system. We noted that the salesperson's importance to bottom line organizational results means that compensation must be more than just payment for...
Read MoreThe salesperson has a unique place in the organization. If the salesperson does not feel motivated to perform at a high level, revenues falter. And if sales performance remains at a low level for very long, the organization could fail, leaving dozens or hundreds or even thousands of employees ou...
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