Check out the Total Rewards podcasts I never miss, as well as some episodes on cutting-edge Total Rewards topics, and 3 where I was a guest
Deciding on your incentive payout cycle : the main points to consider
July 11, 2021 by 4 Comments
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,…
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…
All you need to know : common pay challenges and how to handle them
February 19, 2013 by 1 Comment
Some time ago, I published a resource page which I encourage you to explore and share : All you need to know: from compensation surveys to salary ranges and salary review. This page has proven very useful and many of my readers sent me emails to say they appreciated having a compilation like this available…
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…
