Tag: Compensation

The 4 ‘Sticky Wickets’ of Sales Comp—Quotas, Cycles, Orders, Push

I get lots of questions on sales compensation,” says consultant David Cichelli, “but the number one sticky wicket is always quotas, closely followed by long sales cycles, and mega orders.” Cichelli, who is Sr. Vice President at The Alexander Group, offered his tips at World at Work’s Total Rewards conference held recently in San Diego. […]

Sales Comp challenge — Taming the End-of-Period Push

[Go here for sticky wickets #1-#3.] The problem: Sales peak at the end of each period. Sales Comp Impact: Sales personnel wait for period end push Order management and fulfillment are unduly taxed Margins evaporate Customers may be lost Source of the Problem: The problem results from two primary factors: Period end order push by […]

You Found Compensation ‘Disparities,’ Now What?

In yesterday’s Advisor, we looked at the DOL’s increasing focus on compensation issues and defending your system against attack. Today, more on defense, plus an introduction to an extraordinary collection of policies. It’s important to recognize that you need to be able to document an employee’s compensation history, not just their current salary, says consultant […]

Daniel Pink: Is Management an Anachronism?

Special from World at Work total Rewards Conference In yesterday’s Advisor, author Dan Pink showed how money often isn’t the best motivator. Today, Pink on autonomy and an introduction to the popular Job Description Encyclopedia. Pink, author of popular management books including his latest, Drive: The Surprising Truth About What Motivates Us, offered examples of […]

Daniel Pink: Money’s Not the Motivator We Think It Is

Special from World at Work total Rewards Conference Author Dan Pink stunned some comp pros in the audience at World at Work’s annual convention in San Diego when he questioned effectiveness of money as a motivator. Pink, author of popular management books including his latest, Drive: The Surprising Truth About What Motivates Us, offered examples […]

Sticky Wicket #4–Taming the End-of-Period Sales Push

Special from World at Work, San Diego In yesterday’s Advisor, we covered three of David Cichelli’s “sticky wickets” for sales compensation pros. Today, sticky wicket number four—end-of-period sales push—plus an introduction to the all-in-one compensation website. Cichelli, who is Sr. Vice President at The Alexander Group, offered his tips at World at Work’s Total Rewards […]

Sales Comp Sticky Wickets—Quotas, Cycles, Mega Orders

Special from World at Work, San Diego “I get lots of questions on sales compensation,” says consultant David Cichelli, “but the number one sticky wicket is always quotas, closely followed by long sales cycles, and mega orders.” Cichelli, who is Sr. Vice President at The Alexander Group, offered his tips at World at Work’s Total […]

Pay for Performance Survey Results Released

The HR Daily Advisor® announced today the results of the latest compensation survey conducted in April 2011. The survey, which garnered 560 responses, took a look at what’s “happening in the trenches” with Pay for Performance: how companies are implementing their performance compensation programs, what types of compensation structures are in use, and more. According […]

Are You Paying for Ineligible Dependents?

According to Michael Smith, CEO of ConSova, the three areas of your health plan with the greatest potential for cost containment are: well-chosen provider networks; employee cost-sharing strategies like premiums, copays, coinsurance, and deductibles; and coverage for ineligibles. BLR spoke with him recently to address this last area. ConSova (www.consova.com) helps clients with dependent audits […]

New Law Requires Time, Place for New Moms

Under the Patient Protection and Affordable Care Act (PPACA) companies with more than 50 employees who haven’t already done so now need to accommodate the needs of the nursing mothers among their staff. We spoke with Gina Ciagne, a Certified Lactation Counselor and Director of Breastfeeding and Consumer Relations for Lansinoh Laboratories. She wants to […]