In my 30-plus years as a sales executive and sales leadership consultant, I’ve identified a critical error most sales organizations make: not crafting a sales ...

A compensation strategy differs from a compensation budget in that it aims to improve recruiting and retention of employees, rather than simply minimizing expenses. Creating a compensation strategy ...

Healthcare reform introduced a number of initiatives with the goal of moving payment for healthcare services from a fee-for-service to a fee-for-performance system. However, these changes are ...

In today’s competitive job market, employers that want to attract and retain top talent must design compensation packages that are appealing and fair across all levels of the company. However, these ...

The good people at Ark Group recently published a new book, “Compensation (Re)Design for Law Firms,” edited by Soo Darcy. I was invited to contribute a chapter, entitled “Incentivizing the New Normal.