Practical HR Tips, News & Advice. Updated Daily.
Sales comp is tricky any time, but it is especially difficult now, when so many things are changing: the economy, the customers, the products, the technology. But you still need a plan. Expert Laura Roach has one. In yesterday’s Advisor, we began expert Laura Roach’s 10 practical steps for aligning sales comp and corporate strategy. […]
In last year’s 2011 Pay Budget Survey, employers reported that their average planned merit pay increase for 2011 would be 1.98%, meaning the actual merit increases for 2011 were lower than anticipated for a second year in a row. Although the average planned merit increase for 2012 is an improvement over last year’s survey, expectations […]
Align your compensation program with your corporate strategies—how many times have we heard that? Now Laura Roach CCP offers 10 practical steps for accomplishing this key mission. Roach, who is General Manager at Varicent Software Incorporated, a provider of incentive compensation and sales performance management (SPM) solutions, offered her suggestions in a recent Varicent white […]
In yesterday’s Advisor, consultant Robert J. Greene offered his take on the state of compensation in the new normal. Today, the particular problem of i-deals—plus an introduction to a new 24/7 leadership training system. I-deals are idiosyncratic “deals” that managers make with individual employees. They’re hard to stop, but it’s worth trying, says Greene, who […]
Incentive comp is certainly on the front burner these days as companies struggle with strapped budgets and weary employees. It’s not getting easier for comp professionals. But what’s happening in the real world? Who’s paying what to whom? Let’s find out. Please participate in this brief survey and we’ll determine just what employers are offering […]
The Compensation Daily Advisor® announced today the release of a free report for compensation professionals, Top 100 FLSA Overtime Q&As. This report provides employers with an examination of the federal Fair Labor Standards Act (FLSA) overtime regulations in Q&A format, including tips for bringing workplaces into compliance in an affordable manner. It will be available […]
Bottos, who is Vice President of Compensation at data provider Kenexa, offered her suggestions at a recent webinar sponsored by the company. Here are her 10 steps: 1. Analyze your organization’s jobs to determine: Main function of the job and key responsibilities Knowledge/skills/abilities required Organization level and reporting relationships 2. Develop a brief job summary: […]
McAnally is president of SalesComp America, in Andover, Massachusetts. Killer #7. Design Comp Plans That Don’t Match Company Goals [Go here for mistakes 1 to 6.] Nobody’s going to be happy with the sales force if compensation plans don’t match up with company goals. Say you’re trying to launch a new product that is much […]
In yesterday’s Advisor, we featured the first three of Stacey Carroll and Al Lee’s “bad compensation habits.” Today, more bad habits, and an introduction to a unique FLSA audit system that detects problems before the feds do. Carroll is Director of Professional Services and Education at Payscale, Inc.; Lee is Director of Qualitative Analytics. Their […]
Is your sales compensation program actually sabotaging your results? It probably is, if it’s guilty of the frequently committed faux pas detailed below. They’re from Alan McAnally, sales consultant and president of Andover, Massachusetts-based SalesComp America, in an article on the company’s website. We’ve abstracted the gist of these sales force killers here. Killer #1. […]