The need to align marketing and sales
March 17, 2022
Although they work towards the same goal, marketing and sales teams can find themselves in rivalry situations. Communication problems, a lack of collaboration, ...
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Are sales directors heading towards hybrid jobs?
March 10, 2022
“Hybrid jobs are not a fad. In fact, they are an inevitable return to the banality of our human condition: the alternating and continuous mixing of activities” ...
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Individualisation of remuneration: why show managerial courage?
March 03, 2022
Managerial courage, a concept worth (re)defining, seems necessary when implementing a strategy of individual or incentive compensation for employees. Why and to...
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Incentive compensation: a vehicle for wage equality?
February 23, 2022
The share of incentive compensation in European salaries, all schemes included, rose from 17% in 2000 to 33% in 2015 (European Trade Union Institute ETUI study,...
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Sellers, sales representatives and support functions: innovate to retain your teams!
January 31, 2022
“Fifty-five per cent of full-time employees are listening to the market and 35% of them think about a future job within weeks of starting a new job” (Sales Recr...
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Why compensation and benefits (C&B) managers are increasingly in demand in companies
January 11, 2022
“Today, it is clearly impossible to motivate and manage employees and keep them happy using straightforward and standard pay schemes. You have to be creative wh...
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How to avoid overspending on incentive compensation?
January 04, 2022
“Depending on the level of responsibility and business line, the variable component represents one to three months of the employee’s base salary. The pay-out (i...
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Business developers: commercial 3.0s
December 27, 2021
“As far as remuneration is concerned, it is worth remembering that these type of employees like uncapped incentive compensation” – Marie Taquet, CEO and founder...
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Trends in post-COVID management
November 02, 2021
“The current environmental, economic and societal circumstances suggests there will be other crises in the future which organisations will have to get used to, ...
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How can upselling improve your sales performance?
October 12, 2021
Are you looking to improve your sales performance, do you want to boost your company’s turnover and are you on the lookout for tried and tested sales techniques...
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Remote selling: a threat or an opportunity?
October 01, 2021
Sixty-four per cent of B2B companies plan to increase the number of ‘hybrid’ salespeople (who interact with clients via video, phone, apps, and occasionally in ...
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Four reasons to introduce incentive compensation
September 08, 2021
“Incentive compensation makes no distinction between male and female employees, but it does objectively set apart top performers from everyone else” – Fabien Lu...
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