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      Incentive compensation: a lever to boost sales staff’s morale?
      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...
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      Digitalisation: a movement accelerated by the Covid-19 crisis
      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...
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      What is management by objectives or MBO?
      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...
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      The four qualities of a sales manager during remote working
      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...
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      Restoring group momentum after the Covid-19 crisis: a major challenge
      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...
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      How can companies revise national and individual targets?
      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...
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      Homeworking: should salaries by adjusted to employees' place of residence?
      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...
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      Incentive compensation in response to the war for streaming services: the Netflix scenario
      “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...
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      Modernisation of incentive compensation: from simple commission rates to the most sophisticated calculation algorithms
      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...
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      Tackling incentive compensation for sales teams in the retail sector
      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 ...
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      Should bankers' bonuses be uncapped in order to boost performance?
      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...
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      Why do companies consider more and more the outsourcing of the calculation and co-ordination of their incentive compensation ?
      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...
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      The 10 golden rules of incentive compensation

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