Samuel Holzman

An incentive compensation manager holds a critical role in keeping an organization running. But it’s a role that can often make you feel like you’re a proverbial cog in a wheel, overseeing many critical tasks without ever being recognized for the unique skills and knowledge that you, and you alone, bring to the table. Then there’s the technology conundrum. You want to have … [Read more...] about How to be Indispensable as an Incentive Compensation Manager

Designing sales compensation plans can feel like being stuck in a maze of uncertainties. You can create data-driven plans with all the right business goals in mind, and still be left with critical questions. Will you motivate sales reps to go the extra mile? Will your comp plans earn your business more revenue? Or will your plans fall drastically short of expectations? The … [Read more...] about How to Use Stephen Covey’s Circle of Influence to Create Impactful Comp Plans

How well can you explain (or defend) the way your company compensates sales employees? In today’s world, where pay transparency and compensation fairness are increasingly in the spotlight, sales employees and high-quality job candidates want to know more than just “how” your sales reps are paid. The “why” behind your compensation strategy — your compensation philosophy — is … [Read more...] about The Secret to Developing a Winning Sales Compensation Philosophy

Considering the speed with which the world of sales and compensation changes, comp managers are constantly pondering new ways to design, execute, and manage sales comp programs over the coming years. But, in this era of constantly shifting market conditions, it can be difficult to know what changes will best set your sales organization on the path towards success. Don’t worry, … [Read more...] about Compensation Transformation: 7 Tips to Help You Develop Competitive Sales Comp Plans

It’s easy to understand why increasing a rep’s commission rate can be an effective motivator. But is there ever a good reason to decrease commission rates? That’s the question every business must answer when considering implementing a sales decelerator. In this article, we’ll explain what a decelerator is, what scenarios they’re used in, and how to implement decelerators with … [Read more...] about Sales Decelerators: How Do They Encourage Better Performance?