There is one overriding principle that should guide every compensation decision: Pay for what you want to happen. If you want profitable sales, then your plan must explicitly reward profitability (not ...

Here’s the thing: If your complex compensation plan resides in a mountain of spreadsheets, volumes of Google Docs or a pile of Chick-fil-A napkins, I’m guessing the company’s revenue objectives and ...

One of the primary responsibilities involved in being a leader is enabling teams to do their best. Effective leaders know that this means more than simply giving teams the tools they need to succeed; ...

These strategic, innovative solutions help companies align their sales compensation plans with organizational growth targets and industry dynamics. The new guide and assessment tools provide business ...

World class sales compensation programs help solve business challenges, put a focus on what is important, and catalyze change and growth.

Effective leaders are always on the hunt for strategic advantages that can help hone their organization’s competitive edge. This “X-factor” may take a variety of shapes (e.g., a unique product or ...

Incentive-based compensation has many benefits, but implementing it can be overwhelming. Here’s how to create a plan that motivates your team and protects your margins. Incentive-based compensation ...

Misaligned incentives, confusing structures and outdated systems quietly siphon money from your company daily. Oh sure, the comp plan technically makes sense — once you cross-reference five ...