It’s surprising how accurate a description of your workforce can be given through an analogy with horses, by separating them into these 4 categories.
Reward Management Blog
Sales staff, by their very nature are competitive animals. In many businesses there are external and internal sales teams, with the sales force on the road complemented by the team in the office who follow up leads and expedite the orders.
Over the last few years, expressions have gone in and out of fashion at an increasing rate and business has provided us with a rich seam of meaningless, disposable terms. My particular favourite is the sales “pipeline”, possibly the most ambiguous of terms and one sprayed about like confetti.
It is common in business for a generous benefits package to be offered to managers. But have you ever thought what value you are getting from what is often a significant expenditure and what is your objective in providing a benefits package? Perception of value is often at odds with the reality of the situation and the answer is in your hands.
Over the past 15 years many businesses have given up the Company Car and offered a cash alternative to their staff. In their eyes, the so called ‘Grey Fleet’ offers a clean and tidy way of absolving themselves of the responsibility of running Company car schemes. But in reality this represents a potentially dangerous strategy.
The lure of commission has long been held as the performance driver for sales teams. However, for many businesses devising a commission scheme becomes an exercise in setting targets to guarantee earnings.
The ever topical and misunderstood world of executive remuneration continues to baffle the best business brains, with smaller businesses making the same mistakes as large corporations.