How United Gambled (and Lost) on a Lottery Incentive

Posted by Steve Marley on Thu, Mar 08, 2018

On Saturday, I read a news story that described the new incentive program at United Airlines that would replace employee bonuses with a lottery-style program. The author clearly wasn’t in favor of the new incentive idea, referring to the news as “unfortunate” and mocking United’s description of the new lottery program as “exciting.”


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2018 Sales Comp Planning: Time Is Running Out

Posted by Chad Albrecht on Wed, Nov 15, 2017

About this time every year, we get lots of calls from people in a panic: “Our sales compensation plan is broken. Do I still have time to fix it for 2018?” The answer is yes, but you’re running out of time.


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Is Sales Compensation All About Showing Them the Money?

Posted by Marlon Tang on Wed, Jul 26, 2017

"Show me the money!” Many are familiar with that memorable line from the movie Jerry Maguire. But really, how effective is “showing them the money” with respect to sales comp design? Do large bonuses, commissions and monetary rewards make as much of an impact on behavior as we believe they do?  


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Are You Giving Away Free Sales Incentive Pay?

Posted by Chad Albrecht on Mon, Dec 01, 2014

Companies invest in creating incentive structures that motivate their sales force. However, when incentives are not driving incremental sales, they can lead to wasted money and lower sales force engagement. This can be especially damaging for companies with slimming margins that are trying to spend every incentive dollar efficiently.


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Back to Basics: Two simple reasons to use an incentive compensation management solution

Posted by Steve Marley on Thu, Nov 20, 2014

I was working with one of our software partners to describe the benefits of an Incentive Compensation Management (ICM) solution to a company that was interested in purchasing. After articulating the benefits of an automated software solution to help with the processing of performance, payouts, and reports, the company asked one simple question: How much money will it save us? Discussions stalled at that point.


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