Compensation Insights

After your customers, your employees are the life blood of your business. Maintaining good morale and loyalty is essential to retaining them – and avoiding the costs associated with replacing employees who leave.

Tags: compensation, compensation plan, comp plan, compensation strategy

It's that time of year again when sales organizations review performance against sales goals and start thinking about next year. But this year, I propose that companies take a more thorough approach to this process by:

Tags: compensation, compensation plan, comp plan, sales force, business strategy

The Affordable Care Act (ACA) has created a new hero – the small group insurance broker. He or she is one of the few who has complete familiarity with the various plans under Obamacare. These new plans —which are radically different from the old ones— will probably raise your premiums.

Tags: compensation, compensation plan, ACA, comp plan, compensation strategy, affordable care act, Obamacare, mid-size company, middle market company

Middle Market Employers Get an ACA Reprieve, but Longer Term Impact on Comp Plans Remains Unclear

Mid-sized companies got a reprieve – for now. In April, the Federal Government announced a second delay in the Affordable Care Act (ACA) deadline for mid-sized companies— those with 50 to 99 employees. These companies are still subject to the "employer mandate," but they do not have ot start insuring workers under it until 2016.

Tags: compensation, compensation plan, ACA, comp plan, compensation strategy, affordable care act, Obamacare, mid-size company, middle market company

Compensation Planning Insights Part 3

Tags: compensation plan, comp plan, compensation strategy, business strategy, compensation planning insights, align business strategy and compensation, designing compensation systems

This post is a short case study of a company that created a successful incentive plan for its sales force.

Tags: performance-based rewards, compensation, performance-based reward program, comp plan, business objectives

With the new year only a few months away, you should already be thinking about your company’s sales incentive plans. Did you know the shelf-life of even the most well-designed sales incentive plan is only about two years? Tinkering with your company’s current plan just won’t make it today’s competitive marketplace.

Tags: compensation, compensation plan, comp plan, sales force, sales force compensation plan, sales team, sales force compensation, sales incentive plan, business objectives

It’s a tough time to be in sales – no matter what your business. Whether you’re in a business-to- business service industry, or your customers are mostly individual consumers, you know that people remain reluctant to open their checkbooks. Closing a sale can take much longer, and therefore it can be difficult to keep your sales force motivated to go out and sell.

Tags: compensation, comp plan, sales force, sales force compensation plan, sales team