I was once called into a team meeting from the Internal Audit department. They felt the performance management policies from our company did not fit their needs and needed help in deciding how to approach their specific case. Background The company was organised and working in a traditional hierarchy and process approach : one Director…
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…
Should we pay the same at Corporate and in the Operating Companies ?
July 17, 2012 by 3 Comments
I often get the following question : “Should pay at our corporate headquarters be different from pay in our operating companies / in our Divisions ?” My answer is always the same : “It depends”. I know, I know, this is a bit frustrating. So let me expand a little. I have written in the…
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…
3 reasons why C&B needs project management skills
May 24, 2012 by 1 Comment
You need Project Management skills if you want to achieve success in Compensation & Benefits. 1 – Compensation professionals are always managing projects Some parts of HR have projects to manage on a regular basis, such as in Learning & Development for example. I believe however that C&B is the area of HR with the…
Ten steps for building a salary structure
May 15, 2012 by 1 Comment
Today, I am delighted to host a post which was originally published by Warren Heaps at International HR Forum. “Ten steps for building a salary structure” will give you an overview of the different actions and choices you need to make when creating your salary structure for the first time. It provides background thinking on…
The value of post-mortem analysis for Compensation projects
April 26, 2012 by 2 Comments
A practice has helped me a lot in my career : to perform a post-mortem at the end of a project. You may call it a recap, wrap-up or a review. Post-mortems are common in the software engineering industry. Well, after all I worked for both Microsoft and Apple – I had to learn something…
