Hitting the Target: Take Stock of Sales Roles and Compensation 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: Making sure sales goals truly support overall corporate objectives; …
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Bulletproof Your Compensation Practices to Retain Top Talent Attracting and retaining key employees is more important than ever for your company to survive the post-pandemic economy. If your compensation package doesn’t reflect current industry standards, your best employees may jump ship in these turbulent times. Download your FREE copy of “Bulletproofing Your Compensation Practices to …
The 4 Biggest Myths about Compensation Consulting Projects Engaging a compensation consulting firm to perform a compensation analysis project can be intimidating. It’s a little bit like being an 18-year-old and the first in your family to apply to an Ivy League school. What if you actually get in? There will be times when you’re …
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The Great Disconnect: Getting Compensation Back on Track During times of major disruption and change, organizations need to maintain a laser focus on the business. Changing technologies, markets, sales approaches, and customer expectations require nothing less. The Great Recession was one of those times – a generational event that transformed many organizations in ways large …
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Keep Your Compensation Strategy on Track Compensation Planning Insights Part 3 In earlier Compensation Planning Insights posts, I discussed the importance of articulating your company’s business strategy and aligning your compensation approach with strategy. In this post, I’ll cover two common pitfalls that can knock your compensation approach and business strategy out of alignment and cause …
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 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 …
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Case Study: How Performance-Based Rewards Can Drive Change This post is a short case study of a company that created a successful incentive plan for its sales force. One of our clients, a food ingredient manufacturer, decided to change its long-held business strategy of emphasizing profitability to one designed to increase market share. By diversifying its …
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