Plan documents move from Best Practice to Legally Required in California
California, a state already ahead of most in regulating calculation and payment of sales commissions, has put into law the requirement to document commission plans in writing effective January 1, 2013....
View ArticleTwo US states rule commissions are earned when an order is obtained…
…at least for terminated employees. A well-written sales compensation plan document clearly defines when the commission* is officially “earned,” and this may or may not be at the same time that it is...
View ArticleEffective January 1, 2013: California’s New Compensation Law
On January 1, 2013, California’s revised Labor Code §2751 goes into effect. The code sets forth the requirements that companies must follow in communicating commission plans to employees who are in...
View ArticleCan sales quotas hurt productivity? Stanford’s Graduate School of Business...
October 2009 – New research indicates that, “Eliminating sales quotas boosts company profits says Professor Harikesh Nair. In one case, the new sales compensation plan without quotas resulted in a 9%...
View ArticleRewarding Behaviors vs. Rewarding Results — Results!
From WorldatWork’s Sales Compensation Focus, March 15, 2010 Rewarding Behaviors v. Rewarding Results By Donya Rose, The Cygnal Group “You get what you pay for.” If you pay for behaviors, you’re very...
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