Developing Effective Qualitative Goals

Developing Effective Qualitative Goals

When More Than Quantitative Incentive Criteria is Needed It is a common practice to select between two to five metrics to use for incentive criteria. Incentive criteria are usually a combination of financial, non-financial and strategic metrics. When the eligible...
Sales Incentives During Challenging Times

Sales Incentives During Challenging Times

by Susan Malanowski When revenue opportunities significantly drop unexpectedly due to external situations like Covid-19, many organizations’ sales pipelines begin to slow down, and revenue significantly shrinks. For other organizations, unexpected windfalls may occur...

Top 10 Mistakes Made with Incentive Plans – by Susan Malanowski

Too many measures “Less is more” when determining the criteria or metrics to use in the plan. Plans with 3 to 5 measures can provide balance and focus. Too many measures dilute a participant’s attention and motivation. Metrics with a weight less than 10% of the total...

New England Companies Paying More for Talent in 2017

According to a recent study by Wilson Group, Concord, MA, and Bose Corporation, New England companies are expecting modest growth in their business. Sixty-two percent (62%) of companies recently surveyed expected growth exceeding 4% in 2017; this compares to only 44%...