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In Level 1, you measure the absence costs; in Level 2, both the absence and the healthcare.

Using a sales incentive plan to reward every single activity or behavior desired in a salesperson such as updating your organization’s customer relationship management (CMS) system is counter- productive.

In quantifying this alignment, we focus on companies in Quadrant 2 and 3, assigning a positive value to those in Quadrant 2 and a negative value to those in Quadrant 3.

MIS Quarterly 19(2): 213.

(McKinsey, LeanIn.org. 2023) 2.

Recertification Course Credits WorldatWork Recertification Credits 2 General Credits CEUs 0.2 Credits HRCI Recertification 2 Credits SHRM Recertification 2 Credits Learning Options Exercises are included throughout each section of the course for hands-on practice.

Access a bonus Workspan Daily Plus+ article on this subject: Two TR Leaders Provide a Personal Take on Their 2026 Priorities; WorldatWork’s 2026 findings are based on the survey responses (from Oct. 27 through Nov. 21) of 290 TR leaders, including: ;Directors or senior directors (37%); ;Managers or senior managers (27%); ;Vice presidents (senior or assistant) (15%); ;Consultants/analysts/specialists (11%); ;Chiefs or heads (6%); ;Other titles (3%); Respondents represented a diversity of: ;Organization sizes ;500 to 2,499 employees (29%); ;2,500 to 9,999 (27%); ;20 to 499 (18%); ;20,000 or more (16%); ;10,000 to 19,999 (8%); ;Less than 20 (3%);; ;And, geographic regions;;United States (41%); ;Canada (14%); ;Europe (excluding the United Kingdom) (8%); ;U.K. (8%); ;India (8%); ;Asia (excluding India) (7%); ;Latin America and the Caribbean (6%); ;Middle East (4%); ;Africa (2%); ;Oceania (2%);; “TR leaders recognize that rewards programs must directly support organizational

Table 2 shows major advantages and disadvantages of cash rewards.