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Perhaps at the beginning of 2008, says Parikh, director of product marketing at compensation software development company Callidus (www.calliduscloud.com), you developed your strategy for increasing productivity. Maybe you decided to expand incentive compensation to employees other than sales staff and executives; after all, the trend is toward more incentive compensation, rather than less. You set […]
Mark Mitchell, managing director of American’s Customer Experience area, tells the story: “In the middle 2000s, maybe 2003 to 2006, as American worked very diligently to take the right path financially and not go through the bankruptcy courts, we preserved cash and ceased investing in some of our core products. Our customers, our employees— maybe […]
In spite of the old saying that a salesperson cannot be overpaid, it seems that one indeed can be. And they were, says Dolmat-Connell, president and CEO of compensation consultants DolmatConnell & Partners. He points to AIG as a prime example of where things went wrong. “They had traders whose pay was $100,000 a year, […]