SUMMARY “Deciding on an incentive payout cycle has many components. It’s not just a change of date of payment”. Are you considering changing how frequently your company pays out incentives ? In this episode, discover all the elements to consider before making the decision. A change of incentive payment date has impacts on your organization,…
Clawbacks for Executive pay : should Executive variable pay go down as well as up ?
August 14, 2017 by Leave a Comment
The Executive Compensation & Benefits Summit will take place in Amsterdam on September 6 and 7, 2017. If you want to attend, enjoy a 20% discount exclusively for my readers and followers by using code COMPIN20. To celebrate this upcoming event, today’s post will focus on Executive Compensation. There was a question on…
Caps and thresholds for Business Development roles?
August 30, 2015 by 3 Comments
One of my friends recently asked me this question : “I was hoping you could help me with a Sales Commission question. To set the scene, we want to target quality Business Development people – niche skill set and specialist experience for this engineering company, Hay level 19-20, on about AED 50,000+. For these type…
Reader Question – Should I pay a prorated bonus to an employee who resigned ?
June 10, 2015 by 7 Comments
Marta one of my readers just wrote to me asking me for advice on the following situation : “I’m HR Manager for a small Oil & Gas Contractor. Recently, I’ve been facing quite difficult situation and need second opinion. We have a Project Manager leaving the company in June (resignation) and here comes the issue –…
A dinosaur in Dubai ?
March 10, 2013 by Leave a Comment
I spent the week-end at the Emirates Airlines Festival of Literature in Dubai. If you live in the region, it is an event that I highly recommend you attend next year : a wide variety of speakers, on many topics related to books. There is a whole stream dedicated to children, and given the numbers…
Prospecting or existing customers ? What do you focus on in your sales incentive plan ?
August 7, 2012 by 2 Comments
“Need a sales comp plan that incentivizes prospecting, but does not increase the overall percent for my entire sales compensation. So, we’ll need a plan that pays more for new sales and less (or less over time) for sales to existing customers. Suggestions?” This recent question was asked on LinkedIn in the Compensation & Benefits…
Equity theory and the design of your incentive scheme
July 15, 2012 by 2 Comments
As part of the 16th annual Compensation & Benefits Forum organised by IIRME last month, I delivered a one-day workshop on how do design a recognition and retention scheme. I mention a few motivation strategies at the outset of the workshop. The equity theory in particular holds my attention. What is equity theory ? The…
