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My Give a Damn’s Busted!
Is it possible that your employees are singing “My Give a Damn is Busted”? A common complaint of many business owners is that their employees lack motivation. However, the real problem is that employees are under-engaged, and there is plenty of research to support this.
Failure: Cost or Investment?
Do you consider failure a loss or an investment? Whether you realize it or not, your perception influences your management style. How? That's what this article is designed to tell you.
Competing motivations creating confusion
How to incentivise and reward sales people has long been a contentious topic. Too many times I have seen businesses set up incentive programs that reward the wrong behaviours which can affect team morale, client relationships, sales, staff retention, and so on. For instance, I recently met the managing director of a medium sized software business who asked me why would his sales people keep selling one version of their product when they had been instructed to also sell in a newer more comprehensive version of the product.
Why Sales Managers Need to Make Regular Deposits in "The Trust Account"
In your bank account, you have an ATM card that only you have the PIN number to access the account funds. Every week, you make regular deposits and withdrawals into your account. Base salary deposits go in regularly through automatic deposit, while bonuses and commission checks go in periodically with expense checks and other deposits. You make cash withdrawals, debit card purchases, write checks, and make other payments. Unless you enjoy bouncing checks and incurring overdraft fees, you're careful to monitor your balances so you don't bounce checks and rack up those nasty overdraft fees. Even though you may have overdraft protection, you certainly don't want to pay 16.75% interest, so you're careful to make sure your deposits outweigh your withdrawals.

Why a Sales Manager MUST Evoke "The Law of Reciprocity"
For our purposes, the Law of Reciprocity states: If you do something nice for someone, human nature dictates that the recipient will feel compelled to do something nice for you in return. It is in essence: "you reap what you sow". This is an irrefutable law and one that you should teach your salespeople. The question of will someone actually act upon it at a given time depends on who asks.

How much are your salespeople really worth?
Commission only salespeople can be effective - however one of the major problems with a comm-only sales strategy is that salespeople in these roles, more often than not, become all about 'the sell' for obvious reasons: no sale -no pay -no eat!
Are you creating competing motivations in your sales force?
I recently met the managing director of a medium-sized software business, who asked me why would his sales people keep selling one version of their product when they had been instructed to also sell in a newer, more comprehensive version of the product. It turned out that his sales people earned more commission by selling in the older version than the newer version of his product. And the sales people made the bulk of their income from their commissions rather than from their salaries. There you have it. What makes perfect sense to the sales person does not always work for the organisation or the customer.
Is your 401(k) the best place for you to save for retirement?
There have been a lot of news reports recently about 401(k) plans becoming more transparent. This is excellent news, but it may not be the only answer that people need.

Should you outsource sales management – the key considerations
No matter how great your product or service is, if you don't have people using and buying what you produce, you go out of business. So how do you set up an efficient sales and marketing machine, on a limited budget? Do you have experience in sales management? Would you know how to maximize the potential of a good sales person?

Why Salespeople Fail and How You Could Have Predicted It
The companies at which this salesperson had prior success were with brands you know well, that everyone in the world already carried, with established distribution. All he had to do was grow what had already been established by others before him. After all, how much new distribution had to be created for Oscar-Mayer Wieners?
Weird Hiring Manager Mistake #1: The job up sell
The first time I had this happen to me I felt that it was a bizarre occurrence. The second time I started to ponder why it happened. The third time - I declared it a 'trend'...
CONDUCTING A SUCCESSFUL JOB SEARCH
The average turnover in corporate America is now about two and a half years. Apparently, the only way to stay ahead of the career game anymore is to make frequent progressive jumps. Staying in one position for ten years no longer demonstrates staying power or loyalty to the organization. In today’s economy, it comes across to most employers as a lack of ambition. These progressive jumps are typically labeled strategic career moves.

Other base salary Related Articles

The Perfect Fit
Have you looked at your selection processes recently? What is your staff turnover like? “Let's assume the average salary of employees in a given company is $50,000 per year. Taking the cost of turnover at 150% of salary, the cost of turnover is then $75,000 per employee who leaves the company. For the mid-sized company of 1,000 employees who has a 10% annual rate of turnover, the annual cost of turnover is $7.5 million!” * So how do you go about ensuring you select the right staff, who will fit well with your organisation, and who will stay with you?

Do You Deserve a Salary Increase?
Because of the recession that began in 2001, many employees have sat idle in their jobs with no salary increase or even a salary reduction for a number of years. However, within the last year or so, things have been changing and employees have been getting salary increases again. If you aren't, why not?

4th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
For more than 40 years, sales authors, experts and trainers have been telling their readers, subscribers and clients about the importance of talking 30% of the time and listening 70% of the time. That ratio is not etched in stone. Even 50/50 is acceptable. The stage of the sales process dictates the ratio more than the ratio itself. For instance, if your salespeople are following the Baseline Selling process, they would talk 100% in the earliest phase of Getting to 1st Base, and probably 10% in the later phase of Getting to 1st Base. They would probably talk 10% of the time while Getting to 2nd Base. They might talk 50% of the time on the way to 3rd Base and 90% of the time when Running Home.
Importance of Salary Survey for the Employee and Employer
Salary information is one of the deepest secrets of the labor market. However, today many large organizations, management consultancies and websites are conducting salary surveys and coming out with reports on compensation and benefits that helps both employers and employees take a right decision. Such surveys can be online as well as offline (paper pencil ones) and are generally done for the purpose of comparability.
Getting a Job in Japan Japanese Speaking Ability...While Not a Requirement, Has Its Advantages
Okay, well a common question I get when I meet people currently living in Japan as well as traveling through Japan is "do I need to speak Japanese to get a job in Japan?" To answer this question, it really depends on what exactly you mean by a job. Are you looking for something fun that will provide you with a salary and some freedom, or are you looking for something more, such as a career, something that will provide you with a nice salary and potential growth and career advancement?
6 Tips for Determining a Fair Hiring Salary: How Much Do They Get Paid?
Determining an employee’s salary is vital to a company. But in doing so, managers should also think of the welfare of the employees as well. Here are some tips for managers in determining salary.

How to Expand Your Customer Base
Depending what industry vertical you are in, there will be different techniques to expand your customer base. Growing our customer base has become an art for us. How did we do it? How could you do it?

Are You Worrying about Retention During the Recession? You'd Better Be!
Is retention an issue for your company? Recently when I've asked this question of folks, their immediate response is a loud "NO" quickly followed by "employees are lucky to have a job right now. We don't have to worry about retaining them. They aren't going anywhere." In a sarcastic tone, I quickly retort with something like, if you were to lose a good employee right now, what would that turnover cost you? After they try to calculate it and get crazy numbers that are so far off base, I'll share the simple rule of thumb of 50 - 150% of the employee's annual salary. Can you afford that expense to hit the bottomline right now just to lose one employee? If that isn't enough to make you think about retention right now, let's talk a little more about the impact of losing even more employees when the economy picks up and the labor market is shor
Financial Mastery for the Career Teacher
The role of the career teacher is one of the most valuable in our society. We value our teachers so much that teaching consistently ranks in the top 10 most respected professions. Yet the average salary of a career teacher is 17 times less than the average salary of a professional football player. Therefore, it’s critical that teachers create a family financial plan and make it work with what they have and what they’re earning today.
The Salary Negotiation Dance During a Job Interview
To perform the job interview salary negotiation dance steps, you must have a good sense of balance. Knowing your value and your worth will help you feel more confident about staying in step during the salary negotiation process. The employer takes the lead and you follow, staying with the rhythm.
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