Practical HR Tips, News & Advice. Updated Daily.
DiMisa, who is senior vice president, Sales Force Effectiveness, at Sibson Consulting, clarified the difference between the two approaches during a recent webinar sponsored by BLR® and HR Hero®. “Cost of Sales” or “Cost of Labor” Philosophy? Approach Concept Example Market Cost of Sales Payouts are based on a percentage of volume or $ per […]
What Is Employee Engagement? “A heightened emotional and intellectual connection that an employee has for his/her job, organization, manager, or coworkers that, in turn, influences him/her to apply additional discretionary effort to his/her work.” —The Conference Board Branham, who is founder and principal of Keeping the People, Inc., offered his expertise at WorldatWork’s 2013 Total […]
Branham, who is founder and principal of Keeping the People, Inc., offered his expertise at WorldatWork’s 2013 Total Rewards Conference and Exhibition held recently in Philadelphia. Driver #1: Caring and Committed Senior Leaders Branham points to the following differences between low-scoring and high-scoring employers on engagement: Low-Scoring Employers: High-Scoring Employers: Isolated and self-interested management Servant […]
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 […]
Yesterday’s Advisor alerted readers to the coming “Turnover Armageddon.” Today, nearly 3 dozen ideas of things you can do now—beyond offering more money—to retain your best workers, plus an introduction to the new total training system for supervisors and managers, TrainingToday. Most experts believe that engagement is not all about money. There are actions you […]
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: Job Level→ Factor↓ Territory Rep Account Manager Key Account Manager Customers Many/Existing and Potential Several (20–30)/ Existing Few (3–4) /Existing Orders Many/Small Average/Average Few/Large Sales Cycle […]
If the economy continues to improve, employers may be headed to what the most pessimistic call “Turnover Armageddon.” What can you do to prepare? If your organization is like most, workers have been patient about compensation for several years of low or no raises. They understood that their organizations were squeezed by economic pressures, and […]
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. 13% impose financial penalties on managers and supervisors who do not […]
In yesterday’s Advisor, WorldatWork’s Kerry Chou offered the four top reasons that key talent leaves organizations. Today, what strategies are working, plus an introduction to a highly practical collection of prewritten, ready-to-use HR policies. What Strategies Are Working? WorldatWork surveys have shown the following percentages of respondents who said the tactic was “very effective” or […]
The job market is always hot for key talent, says WorldatWork’s Kerry Chou, and with the economy improving, it’s just going to get worse. Chou, who is Senior Practice Leader, Compensation, at WorldatWork, offered his tips at WorldatWork’s Total Rewards 2013 Conference and Exhibition, held recently in Philadelphia. Why Key Talent Leaves Employers are always […]