Category: Variable Comp

CRM influencer Denis Pombriant Discusses Incentive Compensation


In his most recent article, “The Incentive Compensation Process” CRM influencer Denis Pombriant discusses the quiet revolution that’s currently going on in front office automation. The change he highlights is the focus and interest of business leaders and administrators alike changing from data collection to a process mindset.

So how did these changes occur? Pombriant articulates how Big Data played a major role in the shift from front office solutions solely capturing and…

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The Cost of Guesstimating Compensation


Many organizations use spreadsheet applications to manage their incentive compensation programs because they believe that spreadsheets take human error out of the process of crunching numbers. But that’s just not the case.

Think of it this way: Would you balance your company’s books with an abacus? Probably not. But if you’re still using thirty-year-old spreadsheet technology to track compensation and to drive employee motivation, that’s more or less what you are doing. And you’re not…

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Raise the Sales Performance Bar, and Make it Worth It


A college track coach who sets the high jump bar no more than 5’10” will train his athletes to clear it. But it’s doubtful they’ll go much higher. Since the athletes only need to clear 5’10” to be successful in the eyes of their coach, most will weigh the training and hard work that goes into jumping higher against the benefits, and decide it’s just not worth it.

In the same way, when you set…

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