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- Performance Management & Incentives in the Era of Sarbanes-Oxley
- In the wake of Enron, WorldCom and other corporate governance and accounting scandals, federal legislators in 2002 enacted the Sarbanes-Oxley Act SOX, which was designed to improve the accountability of corporate managers to shareholders and to improve public confidence in publicly traded companies. While most of its provisions do not...
- White papers 2005-09-27
- Sales Force Motivation
- The role of sales management is to oversee the company's sales operations. Although the job entails many responsibilities, success depends on two overriding factors: recruiting and mobilizing the sales force. As part of managing overall sales functions, sales managers analyze competitive products and selling techniques, review research, and work with...
- White papers 2003-01-01
- Salespeople: Incentive Overview
- Sales recognition and incentive programs can produce among the most measurable results of any marketing campaign. Various studies have shown that sales incentive programs can increase performance from 10 to 44 percent. And outcomes often can be measured precisely against the behaviors generated and sales results obtained. That said, many...
- White papers 2009-01-01
Additional Resources
- 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...
- Case studies 2004-04-30
- Moody's Corp. Q3 2007 Earnings Call Transcript
- Question-and-Answer SessionOperator Thank you. [Operator Instructions]. We'll go to first to Peter Appert at Goldman Sachs. Peter Appert - Goldman Sachs Thank you, hey Ray can you give us any additional color on what this restructuring charge might look like in the fourth quarter in terms...
- Earnings calls 2007-10-25
- Financial Regulation and Supervision after the Crisis: The Role of the Federal Reserve
- At the Federal Reserve Bank of Boston 54th Economic Conference, Chatham, MassachusettsOctober 23, 2009 The theme of the Federal Reserve Bank of Boston's Economic Conference this year–reevaluating regulatory, supervisory, and central banking policies in the wake of the crisis–is certainly timely. Not much more than a year ago, we and...
- News items 2009-10-23
- Thornburg Mortgage Inc. Q3 2007 Earnings Call Transcript
- Question-and-Answer Session Operator Thank you. [Operator Instructions]. Our first question is with Richard V. Shane with Jefferies and Company. Please go ahead sir. Richard V. Shane - Jefferies & Co. Larry, thanks for taking my question. I’m going to ask you to try to...
- Earnings calls 2007-10-18
- Monday Morning Update 10/5/09
- From Cernerfan: "Re: Barts 18-week backlog in thousands." In England, Cerner Millennium is blamed for the jump from 1,700 to 23,000 patients whose referrals don't meet the 18-week target from referral to treatment at Barts and the London NHS trust. They've been live since April 2008, so the "things are...
- News items 2009-10-07
- Enabling Reseller Success
- To operate successfully, resellers need support from the company whose products they sell. If your company partners with resellers, they should be provided easy access to technical support; offer them a helpline as well as online access to your resources, skills, and experience. Incentive programs can encourage resellers to do...
- Articles 2007-02-28
- Launching a New Product
- New product launches are crucial to the success of a business; they demand careful planning and flawless execution. Internal communications are vital to the early success of the program, as is the support of senior management, who must commit resources to the project.What You Need to KnowIt seems that there...
- Articles 2007-02-28
- F5 Networks Inc. F4Q07 (Qtr End 9/30/07) Earnings Call Transcript
- Question-and-Answer SessionOperator Thank you. [Operator Instructions]. Our first question from Samuel Wilson of JMP Securities. And your line is open. Samuel Wilson - JMP Securities Good afternoon, everyone. It's a big list, so I won't try and name all of you. But, just three very...
- Earnings calls 2007-10-25
- Gliebers Dresses: Bonuses
- Welcome to the weekly Gliebers Dresses Executive Meeting: Glenn Glieber Owner: "After watching Brett Favre mulch his former team, I started thinking about Sarah Wheldon. It's really the same situation, in so many ways." Meredith Thompson Chief Merchandising Officer: "Kevin, is that you?" ...
- News items 2009-11-05
- The NFL's Smartest Business Team
- The savvy business formula that make NFL's most successful team its best-run business. Maximized Revenue Stream According to the league’s business model, all 32 teams share...
- Articles 2008-12-19
- Building Winning Teams
- Building great teams starts with understand what great teamwork means. All too often, people think that a "team player" is someone who fits quietly into a group and keeps out of trouble. But if everyone behaved like that, a team wouldn't work effectively—a flock of sheep may hang together well,...
- Articles 2007-05-01
- The Senate Bill: Medicare And Much Else
- Editor's Note: In the post below, Tim Jost looks at provisions of the Senate Democratic health reform bill dealing with Medicare, Medicaid and CHIP, and many other significant topics. In earlier posts, Jost took a first look at the Senate bill, provided a detailed look at several issues that arise under the bill's insurance reforms, and discussed...
- News items 2009-11-21
- Chicago Mercantile Exchange Holdings Q2 2007 Earnings Call Transcript
- Question-and-Answer SessionOperator Operator Instructions We'll go first to Howard Chen of Credit Suisse. Howard Chen - Credit Suisse Good morning, everyone. Craig Donohue Good morning, Howard. Jamie Parisi Hi, Howard. Howard Chen - Credit Suisse Congrats on a strong quarter for both franchises. Craig Donohue Thank you....
- Earnings calls 2007-07-24
- Ernst & Young/CHIPS survey finds 1995 Executive Compensation Packages reflect competitive health care environment; Hospital revenues determine size of Executive Compensation Package
- NEW YORK--BUSINESS WIRE--May 28, 1996--Reflecting the growing financial pressure and competitiveness in the health care industry, new data shows compensation packages at the nation's hospitals are increasingly linked to performance-based incentives. According to a new survey released today by Ernst & Young LLP and The Center for Health Care...
- Research articles 1996-05-28
- Reorganization at GenCorp focused on strategies for future growth
- FAIRLAWN, Ohio--BUSINESS WIRE--Feb. 7, 1996--GenCorp announced today an organizational realignment which is focused on further efficiency and performance improvements and accelerating plans for value-creating growth, the Company's highest priority.As the first of several steps in the strategic realignment, GenCorp initiated a Voluntary Early Retirement Incentive Program in January for eligible...
- Research articles 1996-02-07
- Encore Las Vegas Opens Tonight, Economic Downturn or Not
- Encore Las Vegas, Wynn Resorts Ltd.'s latest $2.3 billion development, opens 8 p.m. tonight in one of the biggest economic slumps the Las Vegas Strip has seen. That hasn't stopped chief executive Steve Wynn's enthusiasm for the project, including being featured in its national commercials, sitting atop the resort. ...
- Blog posts 2008-12-22
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