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 ...

In my 30-plus years as a sales executive and sales leadership consultant, I’ve identified a critical error most sales organizations make: not crafting a sales ...

Healthcare reform introduced a number of initiatives with the goal of moving payment for healthcare services from a fee-for-service to a fee-for-performance system. However, these changes are ...

The negotiations have concluded, the contract has been submitted for legal review and the physician candidate has scheduled the moving truck. Everything is proceeding according to plan… until the ...

A compensation strategy differs from a compensation budget in that it aims to improve recruiting and retention of employees, rather than simply minimizing expenses. Creating a compensation strategy ...

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