Back to Basics: Adding Accelerators or Decelerators to Your Incentive Compensation Plan’s Payout Formula

Posted by Mike Martin on Mon, Sep 29, 2014

In the prior blog post, we described how to design your incentive compensation plan’s payout formula, and we briefly mentioned the concepts of accelerators and decelerators.  At a high level, accelerators are used to encourage increased performance and decelerators are used to safeguard against significant overpayments. 


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Back to Basics – Choosing a Sales Compensation Plan Type

Posted by Mike Martin on Fri, Sep 12, 2014


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Six ways to design your MBOs to have an IMPACT

Posted by Mike Martin on Fri, Jul 25, 2014

Management by Objective (MBO) plans can be very useful additions to any incentive plan for a variety of reasons:


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The total experience: What Italian coffee and bonus plans have in common

Posted by Mike Martin on Fri, Jun 20, 2014

I had the pleasure of going to Italy recently, and one of my favorite activities was getting coffee at different cafes. I would go three times per day and began comparing coffee across different towns as I travelled. Sometimes, I would also build up the courage to practice a little Italian with the barista.


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When rewarding your sales force, is it acceptable to double count?

Posted by Mike Martin on Wed, May 21, 2014

I came across a calendar with inspirational quotes last week and read the following from Harry Truman:

“It is amazing what you can accomplish if you do not care who gets the credit.”


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