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Found 1322 results
Workspan Daily
06/04/2025
Sales Compensation Lessons from a Legal Settlement
This allows for a single process to be run nationally.; ;Wrongfully reduced commissions to offset the costs of doing business.; ;Commission plans and rates once set should not be revised to account for increased costs and/or company overhead (presumably, salespeople have no impact on these costs).; ;If salespeople impact certain measures of profitability and leadership wants to hold salespeople accountable for their impact on profitability, place the profitability metric closest to what salespeople control (e.g., gross margin or “sales margin”) in the incentive plan as a metric with clear calculations.; ;Improperly reduced commissions earned after sales were booked based on criteria that it did not disclose to its employees.; ;Create clear metric calculations and document these calculations in the plan documents sent to sales employees.; ;There are situations in which adjusting credit is appropriate (such as customer contract cancellations after an incentive has been paid);
Author(s):
Amey Deorukhkar, Chad Albrecht
Journal Article
09/13/2021
Enhancing Retail Workforce Performance with a Real-Options Approach
The customers’ perception of service quality depends very much on the interaction between the customer and the store employee.
Author(s):
Pankaj M. Madhani
Workspan Magazine
04/08/2026
Are Your Job Descriptions a Misaligned Mess? You Can Fix That
A “workplace culture and trends” poll conducted in 2025 by SurveyMonkey found 20% of responding workers have used generative AI on the job, and 15% have done so without explicitly notifying customers or users of their product or service.
Author(s):
Dawn Kawamoto
Webinar
05/21/2026
Navigating the New Era of Market Intelligence
Alan set upon building a better compensation solution by tapping into his 20 years of contacts in the comp space.
Workspan Magazine
04/08/2026
5 Minutes With … Chris Guzman, Darden Restaurants’ VP of Compensation
We customize to the market, which adds complexity, and we have an effective approach with strong fundamentals for determining and managing pay, as well as scalable resources.
Author(s):
Dawn Kawamoto
Workspan Daily
06/28/2024
Workspan Daily News Bytes for June 28, 2024
The lawsuit alleges Apple used the pay expectation information to set starting salaries, which had lower pay rates for women compared to men who did similar work.
Author(s):
WorldatWork Staff
Journal Article
06/11/2021
Branding the Organization: The Role of Rewards Strategy
Potential customers are divided into segments, based on their needs and wants, and the organization decides how to customize its offerings to appeal to those different segments.
Author(s):
Robert J. Greene
Workspan Daily
12/09/2022
Prepare for End-of-Year Pay Conversations with Eager Employees
“By being able to discuss the exact factors that contribute to an employees’ total compensation (for example, factors like tenure, skill sets or location) and the reasoning behind their organization’s salary ranges, employers will be able to thoroughly address any questions or concerns.”
Author(s):
Brett Christie
Workspan Daily
02/02/2024
Study: Globally, ESG Is Increasingly Tied to Executive Compensation
He believes these metrics help ensure a more sustainable future where the company has a clear competitive advantage, a better and more transparent relationship with customers and employees, and a more robust framework to oversee and manage emerging risks.
Author(s):
Michael J. O’Brien
Workspan Daily
02/23/2023
Double Sales Crediting: When and Why to Apply It
A booking is a signed purchase order/agreement from a customer.
Author(s):
David Cichelli
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