At previous organisations with a sales force, we had to determine rules regulating the split between fixed and variable pay for the population eligible to the Sales Incentive. Besides benchmarking with other companies in our markets, we used an internal logic. We would start from the bottom up ie define, first, what a sales role…
Why the Sales Director has less on-target incentive than the Sales people
February 9, 2012 by 1 Comment
5 traps to avoid for your Compensation projects
February 7, 2012 by 2 Comments
You have to manage one or more Compensation & Benefits projects and want to achieve success as they form part of your objectives for the year. Before you rush into implementation mode, here are 5 fundamental traps to avoid : 1 – Lack of executive buy-in All projects require a clear sponsor. This is especially…
Understanding R-square value in compensation analysis
February 5, 2012 by Leave a Comment
For this episode of Sunday Skills, I wanted to explain some statistical concepts used by many compensation consultants when they produce compensation analyses for their clients.Very often, the results are presented “raw”, with a nice graph and a R2 or R-square value (or a series of values) mentioned on the side. But many HR Generalists,…
Compensation generalist or Compensation specialist ?
February 2, 2012 by 4 Comments
Did you ever think that Compensation & Benefits can be a generalist role, not necessarily a specialist one ? Of course, in the GCC most companies don’t have a massive HR team, and even having one C&B person on board is not always a given. Often, mid-size companies have an HR Generalist or the HR…
What are the benefits of a good Performance Management System ?
January 31, 2012 by 1 Comment
You are trying to convince Top Management to redesign the Performance Management System at your organisation, because the existing one is not producing the desired results and has lost its shine internally.What are the benefits of a good Performance Management System ? Here are some of the positive outcomes you can describe to the…
The limits of Emiratisation quotas
January 26, 2012 by Leave a Comment
Your company has set some ambitious targets around emiratisation / nationalisation. You’ve been a good Compensation manager. You have integrated Emiratisation into the bonus calculations for your organisation. The idea was : “If it’s in their objectives, then the Directors will focus on it”. So you sat with the HR Director and the CFO and…
