Yesterday, we looked at the types of employee bonuses you might wish to consider offering as well as some of the pros and cons. Today, we turn to sales team incentives, which are in a category all by themselves.
Tag: Sales Compensation
Yesterday, Amy Letke, SPHR, GPHR of Integrity HR, Inc., took us through the ins and outs of aging factors: Lead, lag, or lead/lag—which is best for your organization? Today, she looks at additional considerations as you set out your compensation philosophy and strategy.
In strategizing salary budgets, employers often have to decide whether they want to lead, lag, or lead/lag the market rate. What factors play into aging market data to suit your employment needs? And when is it time to retire your current market data?
In yesterday’s Advisor, we covered a variety of types of communications with employees; today, we’ll look at employee hotlines.
In yesterday’s Advisor , Gregg Tate, GPHR, showcased the New Way of Working (NWoW) at adidas®. Today, how NWoW was implemented.
adidas® and its 50,000 employees have a New Way of Working (NWoW), says adidas Senior Vice President, Human Resources—Commercial, Gregg Tate, GPHR. In a packed session at SHRM’s Annual Conference and Exposition in Orlando, Tate offered insights into the company’s intriguing NWoW.
For example: If salespeople don’t view your program as competitive, your best salespeople will seek greener pastures. If salespeople don’t view your program as fair, there will be morale issues. (For example, if plans aren’t carefully thought through, some territories may experience a high volume of easy sales, while other territories have little opportunity to […]
Case Study: Company Situation A large high-tech firm was experiencing a significant amount of annual turnover by their sales reps, says DiMisa, who is senior vice president and the head of the Sales Force Effectiveness Practice at Sibson Consulting. Initial analysis showed that the cost associated with the company’s turnover was more than $50 million […]
And it’s not just dollars, adds DiMisa, who is senior vice president and the head of the Sales Force Effectiveness Practice at Sibson Consulting. Your salespeople are the company’s ambassadors, the conduit to the customer, usually the first impression, and maybe the only impression. You don’t want the wrong people in those roles, DiMisa says. […]
In many of the situations he experiences, Schickman says, the employer only did one thing wrong—it hired the wrong person. All the policies were in place and were followed, all the appropriate training was done, but more care was needed in the hiring process. (Schickman was the keynoter at the Advanced Employment Issues Symposium, held […]