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Diverse Product Mix? Flat Growth? Here Are Effective Incentives

Sales Compensation | Tuesday, June 18th, 2013


"In yesterday’s Advisor, consultant David Cichelli showed how different incentives are required for different levels of sales personnel and different situations. Today, his suggestions for different product mixes, flat growth, and sales retention, plus an introduction to Compensation Metrics: How to Gather and Calculate Key Data so You Can Pay Appropriately."

Cichelli, senior vice president at the Alexander Group, offered his tips at WorldatWork’s Total Rewards 2013 Conference and Exhibition.

Diverse Product Mix

Here are the diverse product mix conditions that suggest the approaches below:

  • Many product divisions, one sales force
  • Balanced outcomes required
  • Varying incentive value due to varying volumes
  • Degree of sales difficulty differs by product

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3 Levels of Sales Jobs—3 Levels of Incentives

Sales Compensation | Monday, June 17th, 2013


"Sorting out the various options for sales incentives is challenging, says consultant David Cichelli, but it’s a whole lot simpler when you evaluate the conditions and then stratify across the three basic sales job types."

Cichelli, senior vice president at the Alexander Group, offered his tips at WorldatWork’s Total Rewards 2013 Conference and Exhibition.

Here’s how he describes the three types of sales jobs:

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Performance Management Survey Results in; How Do You Compare?

Compensation Administration | Friday, June 14th, 2013


"Most everyone does appraisals (94% of respondents) but not everyone thinks they are doing them well (4% say they do a “terrible” job and 32% say appraisals are “nearly impossible to implement”), according to our recent survey of performance management practices."

Some other highlights of the 2013 Performance Management Survey:

  • Employee self-evaluation is part of the process for 58% of respondents and peer evaluation is a best practice for 11%.
  • 22% believe that the employees in their organization are pleased with their individual pay-for-performance program.

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Claiming Undue Hardship? Don’t Bother

Wage and Hour | Thursday, June 13th, 2013

Here’s the way these undue hardship situations work out: The employee requests, say, a $1,000 desk as an accommodation. The cost of the desk will be compared to the organization’s total net worth, says Postol, and nothing in the way of an accommodation is going to look too expensive when compared to total net worth.

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Recommended Apps—Wunderlist, Dunno, Education, Ambience

Compensation Administration | Saturday, June 8th, 2013


"Yesterday’s Advisor presented six of BLR Legal Editor Holly Jones’ top 10 apps to improve HR productivity. Today, four more apps, plus an introduction to the all-comp-and-benefits-in-one website, Compensation.BLR.com."

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