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Why Merit Budgets Don’t Actually Motivate Anyone

Every year HR prepares the same message: merit budgets are tight, increases will be modest, and managers must differentiate performance within limited dollars. Leaders nod, managers try their best, and employees receive increases that barely register. The cycle repeats. What never changes is the assumption that merit increases motivate behavior.

Why Most Incentive Plans Fail by Year Two

Incentive plans launch with energy and optimism. Leadership believes they will sharpen focus, motivate employees, and drive performance. HR builds the plan, communicates the metrics, trains managers, and prepares year-one materials.

Inspire & Reward Your Sales Force Even When Times are Tough

It’s a tough time to be in sales no matter what your business. Whether you’re in B2B or B2C sales, people are just not as willing to open their checkbooks these days. That means it’s more difficult to close a sale, and it can be more difficult to keep your sales force motivated to go out and sell. But don’t forget: without a sales team, you won’t be in business for long.