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22 Resources for

incentive based compensation

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Everyday Diagnostics for Improving Your Incentive Compensation Program: Regular diagnostics will help an individual increase the effectiveness of his or her company's incentive compensation program. By becoming intimately acquainted with the program's strengths and weaknesses, the person will be in an excellent position to make important decisions like when, how, or even whether to implement changes. In turn,...; Tags: Sales force management, incentive based compensation, incentive, diagnostics, decision-making, sales; White papers 2006-08-22
From Strategy to Profitability: How EIM Drives Business Performance: Aligning behavior to business strategy via incentive compensation can be one of the most effective catalysts for achieving corporate objectives. By correctly leveraging incentives, organizations are driving activities that increase competitive advantage, profitability and shareholder value. This whitepaper reports on why Enterprise Incentive Management EIM solutions are the answer to...; Tags: Workforce management, Sales force management, Callidus Software Inc., enterprise incentive management, incentive based compensation, incentive, business strategy, strategy, competitive advantage, shareholder, performance, sales; White papers 2004-10-26
Welch Allyn Focuses on Increased Sales Performance and Operational Efficiency Using an Enterprise Incentive Management Solution: Welch Allyn, Inc. is a leading manufacturer of innovative medical diagnostic equipment, patient monitoring systems and miniature precision lamps. The company recognizes that a key competitive advantage to selling Welch Allyn products in a highly competitive marketplace is a competent, dedicated and motivated sales force. In order to keep their...; Tags: Sales force management, Workforce management, Sales strategy, Incentive Systems, enterprise incentive management, incentive based compensation, incentive, sales force, sales, patient, competitive advantage, software; Case studies 2004-07-15
Implications For The Compensation Structure And Risk-Taking Incentives Of CEOs: This paper investigates the effect of the Sarbanes-Oxley Act SOX on the compensation structure and the risk-taking incentives of CEOs, as revealed by their research and development expenses and capital expenditures. It hypothesizes that firms will respond to the additional liability imposed by SOX on corporate executives by altering the...; Tags: Sarbanes-Oxley, Regulatory compliance, Regulations, Sales force management, Benefits, University of Southern California, incentive based compensation, Sarbanes-Oxley Act, incentive, compensation, salary, R&D, CEO, insurance; White papers 2004-07-01
Carrots and Sticks: The Threat of Dismissal and Incentive Compensation: This paper analyzes the role of two incentive devices in managerial compensation: the threat of termination and pay for performance. This paper constructs a model predicting that these devices are substitutes; when the termination incentives are low, optimal contracts provide stronger pay-for performance incentives. This paper also test the model's...; Tags: Sales force management, Benefits, Investment, University of Texas, pay-for-performance, incentive, REIT, termination, incentive based compensation, real estate, compensation, partnership; White papers 2004-06-23

New Carrots, Old Yardsticks?: From the executive summary: ‘With stock options increasingly out of favor, cash bonuses are making a comeback. The size of bonuses is increasing exponentially as stock options fall. But, if the form of incentive compensation changes, the grounds for earning such pay may not be. And that could be a...; Tags: Sales force management, Stock options, Investment, CFO Publishing Corp., incentive based compensation, incentive, stock option, stock, accounting; White papers 2004-06-01
Is Your Compensation Plan Undermining Your CRM Initiative?: The efficiency of the sales force determines the volume of sales realized by an organization. Incentive compensation is the cash benefits given to the sales personnel over and above the regular salary. It acts as an effective tool to motivate the sales professionals and propel them to strive for excellence....; Tags: Sales strategy, Sales force management, Information Today Inc., incentive based compensation, incentive, sales, sales force, compensation, CRM, strategy, benefit, tool; White papers 2004-05-01
TrueComp for Communications: Your Strategic Tool for Aligning Sales, Dealers, and Call Center Activity to Shareholder Value: The communications industry is unique in that the commission and incentive compensation structures can be extremely complicated. Rather than a one-time payment to a salesperson or dealer, the commissions from the sale of a mobile phone, telephone service, or a television satellite system can involve multiple payments over many months...; Tags: Sales force management, Sales strategy, Call centers, Telecom & Utilities, Customer relationship management (CRM), Callidus Software Inc., incentive based compensation, communications industry, commission, incentive, payment, contact center, telephone service, sales f; Case studies 2004-04-30
The Sarbanes-Oxley Act and Incentive Compensation Management: What Sarbanes-Oxley Means for the Future and How Companies Can Prepare for It Now: Sarbanes-Oxley requires companies to document the controls that have a bearing on financial reporting, then to test them and report on any gaps and/or deficiencies. Since sales and cost of sales can have a significant impact on a company's statement of earnings, incentive compensation management comes into focus as a...; Tags: Sarbanes-Oxley, Regulatory compliance, Regulations, Sales force management, Callidus Software Inc., incentive based compensation, Sarbanes-Oxley Act, incentive, financial reporting, business process, financial, sales; White papers 2004-04-08
Looking for Stars Amid the Darkness: Incentive compensation products target a key operating inefficiency: commission systems overpayment. In fact, research suggests that most commission systems overpay by 5% to 8%. The breadth of existing and upcoming incentive compensation products extends well beyond the traditional sales force to include resellers, all levels of executives, pay-for-performance relationships with...; Tags: Sales force management, incentive based compensation, incentive, pay-for-performance, sales force, commission, compensation, supplier, sales; White papers 2003-09-24
Measuring Employee Productivity and Incentive Compensation Plans: Nearly all builders suffer heavy cyclical swings in income, and they would prefer to pay employees high compensation during good years and at a low level in poor years-at least in theory. Accordingly, many builders keep base pay at or even a little below competitive salaries and supplement this in...; Tags: Sales force management, Benefits, Lee Evans Group, incentive based compensation, incentive, profit sharing, compensation, income, theory; White papers 2003-04-16
Value–Based Management Done Right: The EVA Implementation At Harsco: Economic Value Added EVA is a tool to assess the financial performance of the organization. It is one of the defining metrics utilized in synchronization with management and employee incentive systems to maximize shareholder wealth. The case study discusses the implementation of the EVA analysis in a company. The same...; Tags: Economic value-added analysis, Sales force management, Financial accounting, Stern Stewart & Co., Economic Value Added, incentive based compensation, allocation, incentive, shareholder, analysis, financial, tool; White papers 2003-04-01
The Real Cost Of Your Incentive Compensation Plan - I: From the executive summary: ‘Incentive compensation plans need to survive in a real-world environment. The design of a plan is often limited by implementation and management constraints. As a result, companies do not design the plan they really want because what they want could not be accurately managed or implemented....; Tags: Sales force management, incentive based compensation, incentive, business strategy, benefit, environment; White papers 2003-01-01
Back To The Future: Resources are allocated to increasing globalization and deregulation combined with rapid changes in technology . Incentive compensation is explicitly linked to value creation. Most companies make real, measurable progress on three or more of the indicators described in this paper during the first year of managing for value. For most...; Tags: Sales force management, Marakon Associates, incentive based compensation, globalization, incentive, leadership, performance; White papers 2003-01-01
Incentive Compensation: Incentive programs help in controlling performance measure in an organization. Employee incentives play an important role in smoothening the strategic process in the organization. They help in measuring employee productivity. The paper discusses the relationships and incentive related situations that occur among different levels of employees the organization. In this...; Tags: Sales force management, incentive, incentive based compensation, incentive program, performance; Presentations 2003-01-01
Incentive Pay For Sales Support Personnel: Incentive compensation is the method of paying the sales personnel in an organization according to the amount of sale they make. It is an effective tool to encourage competition among sales people. This, in turn, enhances the productivity of the organization. The regulations and the clauses of the incentive program...; Tags: Sales strategy, Sales force management, incentive, incentive based compensation, incentive program, sales, tool; White papers 2003-01-01
Incentive Compensation: Companies need a compensation system that rewards sales behaviors consistent with the strategic direction of the firm and produces financial results that meet the needs of the corporation as well as the sales force. A typical compensation project will consist of an assessment of existing compensation plans and employee perceptions...; Tags: Benefits, Sales force management, compensation, incentive based compensation, sales force, incentive, sales, analysis, financial; White papers 2003-01-01
Sales Incentive Automation: Case Study: This case study takes a look at how a rapidly growing organization, Portal Software, Inc., handled the challenge of sales incentive compensation management. The challenge is to administer numerous, changing sales incentive compensation plans in a rapidly growing organization with more than 40 offices worldwide. Strategy followed will be...; Tags: Sales force management, Sales strategy, HR.com, incentive based compensation, enterprise incentive management, incentive, compensation, Excel spreadsheet, Software Solution, sales, commission, strategy, performance, software; White papers 2002-01-01
The Optimal And Actual Use Of Economic Value Added In Incentive Compensation: From the executive summary: ‘Executive compensation is increasingly sensitive to stock returns. However, even abnormal stock returns are highly volatile, and an optimal contract shields the agent from as much variability as possible. It is not surprising then that non-stock performance measures, such as earnings and other accounting measures are...; Tags: Economic value-added analysis, Operational accounting, Financial services, Sales force management, Economic Value Added, accounting, incentive based compensation, incentive, earnings, stock, compensation, agent, performance; White papers 2001-06-11
Just Give Us The Facts: From the executive summary: ‘Although, corporate America's resistance to recognize intangibles in financial statements is to some extent warranted by the unpredictable nature of the assets and the difficulty of gauging their value. Companies should not refrain from disclosing more detailed information about intangibles. Even if companies are reluctant to...; Tags: Sales force management, Asset management, Financial accounting, CFO Publishing Corp., incentive based compensation, intangibles, incentive, asset, financial statement, financial, Internet; White papers 2001-02-07