Tag: HR

Know Your Employees’ Work Languages

Note from Dan Oswald: A colleague and I, on occasion, discuss various leadership or management approaches. It was more than a year ago when he floated the concept of “work languages” during one of our conversations. I told him that I agreed with his overall premise, as I believe that a leader must understand what […]

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When It’s Time to Let an Underperforming Sales Rep Go

With a New Year underway, companies are facing new sales quotas, a changing industry landscape, and much more. We’ve talked before in the Advisor about how to mentor and coach underperformers in sales. Often, increasing results is a matter of developing clearer goals, creating a roadmap to improvement, and keeping coaching specific and actionable. However, […]

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Who should manage a company’s social media presence?

Who should manage a company’s social media presence? According to a new survey by The Creative Group, it’s a tough question. When advertising and marketing executives were asked which department is best suited to oversee an organization’s social media efforts, the response was divided: 39 percent of respondents said public relations/communications and 35 percent said […]

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Sales Comp Winners: Hurdles, Modifiers, and Matrices

Special from WorldatWork Total Rewards 2013, Philadelphia Hurdles, modifiers, and matrices are basic building blocks of sales comp programs, says consultant David Cichelli, CSCP. Each is suited to a different situation.

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Hurdles, Modifiers, and Matrices: Sales Comp Winners

Hurdles, modifiers, and matrices are basic building blocks of sales comp programs, says consultant David Cichelli, CSCP. Each is suited to a different situation. Cichelli, who is senior vice president of the Alexander Group, offered his tips at WorldatWork’s Total Rewards Conference and Exhibition. Hurdle The hurdle is a prerequirement measure, says Cichelli; that is, […]

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