Incentive compensation: a lever to boost sales staff’s morale?
February 11, 2021
The Covid-19 crisis is taking hold over time and the morale of some salespeople is flagging. Faced with falling turnovers, isolation due to remote working, lack...
Read more
Digitalisation: a movement accelerated by the Covid-19 crisis
December 17, 2020
Covid-19 has revolutionised the way companies operate, forcing them to completely rethink the way they work. What with home working, the digitalisation of tools...
Read more
What is management by objectives or MBO?
December 11, 2020
Management by objectives is a managerial model which emerged in the 1960s and which does not concern only strictly qualitative objectives. The mechanism for cal...
Read more
The four qualities of a sales manager during remote working
November 10, 2020
As pillars of a company’s development, sales managers are the guarantors of sales performance. Sales management is constantly evolving and adapting to the curre...
Read more
Restoring group momentum after the Covid-19 crisis: a major challenge
November 03, 2020
The COVID-19 pandemic has forced a large number of organisations to change their modes of operation radically. At a time when remote work is becoming widespread...
Read more
How can companies revise national and individual targets?
October 27, 2020
The health crisis linked to the COVID-19 pandemic has had direct consequences on the economy, particularly on company activities. With shops closed during lockd...
Read more
Homeworking: should salaries by adjusted to employees' place of residence?
October 20, 2020
In 2018, the proportion of homeworkers varied between 2% in the countries of Southeastern Europe (Greece, Croatia and Bulgaria) and 15% in the countries of Nort...
Read more
Incentive compensation in response to the war for streaming services: the Netflix scenario
September 08, 2020
“There’s never been a better time to be a content producer,” said Netflix boss Reed Hasting during a visit to Paris for the unveiling of a new distribution agre...
Read more
Modernisation of incentive compensation: from simple commission rates to the most sophisticated calculation algorithms
September 02, 2020
While managers and executives are now familiar with the three main types of incentive compensation, a number of lesser-known calculation methods exist, each off...
Read more
Tackling incentive compensation for sales teams in the retail sector
August 19, 2020
Another edition of Paris Retail Week has come and gone, so we thought this would be a good opportunity to take a look at the major challenges the retail sector ...
Read more
Should bankers' bonuses be uncapped in order to boost performance?
August 12, 2020
European banks want to get rid of bonus caps, and are calling into question the limitation measures imposed by Brussels upon banking firms in the European Union...
Read more
Why do companies consider more and more the outsourcing of the calculation and co-ordination of their incentive compensation ?
August 07, 2020
While the health crisis linked to the COVID-19 pandemic has required companies to adapt their incentive compensation systems, this also raises questions about t...
Read more
