Direct Sales Role Design: Hybrids, Hunters and Farmers

Direct Sales Role Design: Hybrids, Hunters and Farmers

Many sales organizations start out with hybrid sales roles, having one role responsible for new business, expanding business in current accounts and renewals, and maintenance of current accounts. Hybrid roles have different commission rates; higher rates for growing...
Cost of Living vs. Cost of Labor

Cost of Living vs. Cost of Labor

Cost of Living vs. Cost of Labor: Untangling Compensation Complexities in a Changing World The world of work has transformed dramatically since 2020. Rising inflation, the explosion of remote work, and the transparency of open jobs posted with salary ranges have...
15 Years of Say-on-Pay

15 Years of Say-on-Pay

A Look Beyond the Dinner Bill Imagine this: You have just finished a delightful dinner with friends. The meal was superb, and the bill is split evenly. Then, the restaurant owner approaches, eager to share the intricate details of how the waiter will be compensated....
Market Refresh: When and How to Do It

Market Refresh: When and How to Do It

Organizations regularly update their external base salary compensation data to remain competitive in the talent market. This process, known as a Market Refresh, involves updating existing data and analyzing its impact on employee compensation. It’s distinct from...