Steve Grossman and
Nancy McKeon of Mercer's sales effectiveness practice say sales managers need a different compensation structure from sales reps.
Pay and PerformanceSharon Koss, president of Koss Management Consulting, discusses linking employee pay and performance -- and the risk of doing it incorrectly.
Comp As Retention Tool
Sharon Koss discusses using compensation and benefits strategically to boost employee retention.
Setting Compensation
Sharon Koss discusses how to determine base and incentive compensation amounts.
Marketing Total Rewards
Greta Green-Gentile of Heineken USA discusses informing employees of the value of their total rewards package.
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