Originally posted on the Nua Blog: Inflation is the new hot topic among economists. Consumer Price Index (CPI) indicates the cost for all consumer goods rose by 0.8% in November and called into question the notion that 2021 price increases were only a temporary spike. While economists debate whether inflation will continue to rise and... Continue Reading →
The debate around the use of thresholds is perennial and it's fair to say that it's one of the areas of sales comp where common practice varies a fair amount between regions. The argument in favor of a threshold goes something like this - "why would I pay a salesperson to underachieve? We'll create a minimum... Continue Reading →
As I touched on recently, there are all manner of approaches to managing base pay but I wanted to write a bit about the differences between these two common approaches. Global grading Global grading (also known as globally leveled, or sometimes just a "broad-banded" salary structure) generally refers to the approach where a single set... Continue Reading →
This week I received an interesting query, asking if I had any market sales quota data that could be used to assess if quotas were reasonable or not. I found this a particularly interesting query. Firstly because I was curious to understand why they felt that market data would help them assess the effectiveness of... Continue Reading →
In theory, SIP design is fairly straightforward, pick the measures, design the mechanics, implement. Easy, right? Wrong. All too often the process can leave even the most resilient of problem-solvers a broken, battered, husk of the consultant they once were, clawing at the walls of the sales incentive prison they have created for themselves.¹ Now, some... Continue Reading →