With 2017 only a few months away, you should already be thinking about your company’s sales incentive plans. Did you know the shelf-life of even the most well-designed sales incentive plan is only about two years? Tinkering with your company’s current plan just won’t make...
By Don McDermott It continues to be a tough time to be in sales – no matter what your business. Whether you’re in a business-to- business service industry, or your customers are mostly individual consumers, you know that people continue to be reluctant to open their...
By Donald G. McDermott It’s that time of the year again when sales organizations review performance against sales goals and start thinking about next year. But this year, I propose that companies take a more thorough approach to setting sales incentives and pay for performance targets...
Companies are rapidly developing group award programs aimed at rewarding team, department and/or even company performance. Learn the seven key steps to successful performance-based rewards. ...
By Don G. McDermott Today's compensation approaches, like the rest of the business world, are changing rapidly. As a result, the bridge that connects compensation strategy to the overall business strategy may have been weakened by the frequent shifts that characterize business today. Consider the following scenario:...
By Dave Ryan Given the important and sensitive nature of compensation, I believe that credible and well-managed compensation programs are important to every company’s success. All companies face challenges like competition for critical talent, rapid changes in the business environment, and increasing investor, legislative or regulatory...