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Pharmaceutical Executive January 1, 2007 Davenport et al.	Sales Slip Even before Pfizer blinked, companies were asking, "What ails sales?" In this annual survey, 50-plus pharmas and biotechs answer the hard questions about reps' productivity, profitability, and what to do about it.
Pharmaceutical Executive January 1, 2006 Davenport & Fisher	Sales Force Survey Base pay is up and incentives are easier to earn as the pharmaceuticals industry tries to hang onto top performers and attract new talent.
Bank Technology News July 2006 John Adams	HR Management: Automating Pay Incentives is a Bonus New Century and North Fork are finding the benefits in automating work flow and compensation range from lower costs to higher accuracy and transparency.
Bank Technology News June 2004 John Adams	Banks Aim To Stem Huge Losses Waste claims up to eight percent of incentive pay. A growing number of banks are turning to technology to stem the tide, particularly with regulators, investors and CFOs all casting a watchful eye on waste in corporate spending.
CRM May 2004 David Myron	Is Your Compensation Plan Undermining Your CRM Initiative? How to create incentive plans that are in line with your corporate strategy.
CRM January 2006 Colin Beasty	Dangling the Carrot: Drive Your Sales Force to Profitability Selecting and implementing the proper sales compensation tool to drive and motivate your sales force is more important than ever.
Bank Systems & Technology June 26, 2006 Judy Ward	Creating a More Palatable Carrot Though incentive programs can enhance productivity, when poorly managed, they can be a drain on the enterprise.
Pharmaceutical Executive January 1, 2009 Carrie Fisher	Uneven Landscape The headlines are about layoffs, but some segments of pharma are still hiring. Pay, meanwhile, tightens.
CRM July 2007 Jim Dickie	Money Matters New incentive management solutions deliver top-flight tracking and compensation information to companies and reps alike.
Pharmaceutical Executive February 1, 2012 Wilcox et al.	Sales Force Survey: Still Too Much Business as Usual? In the global battle for market share, the ability to adapt and mobilize your human assets around a responsive commercial model is a key variable of success.
Entrepreneur December 2005 Kimberly L. McCall	Money Talks Motivate sales reps with the almighty dollar.
CRM October 2007 Marshall Lager	Pay Day You track your sales team's numbers - and so does each member of the team. Here's what you need to know about the business of sales compensation, and how you can make it work for all of you.
Investment Advisor June 2010 Inveen & DePardo	Paying to Fail The third of our quarterly features drawing on the 2009 FA Insight Study of Advisory Firms: People and Pay.
Financial Advisor September 2009 David Lawrence	Costly Mistakes As financial advisors create their own team practices or go independent and set up independent RIA firms, one of the biggest challenges they face is designing a compensation plan for themselves and those who work with them and for them.
CRM December 1, 2006 Marshall Lager	Telus: How to Achieve ROI By putting its salespeople on Callidus TrueComp, Telus Communications reduced incentive overpayments by 60%, recovered 52,500 days of selling time, and cut incentive management administration costs by $560,000 annually.
Pharmaceutical Executive May 1, 2005 Jennifer Juergens	Recognize Reward Retain: The Three Rs of Performance Management A recent study affirms that incentive programs can boost performance up to 44% if conducted in ways that address all issues related to performance and human motivation.
CRM December 2009 Christopher Musico	Re:Tooling -- Sales Compensation Management: Always Be Selling Streamline and automate how sales professionals are compensated so they can focus on what they do best: selling.
HBS Working Knowledge March 1, 2004 Jonathan Byrnes	Reconnect Sales Management to Profitability In many companies, top managers are frustrated because the sales process seems disconnected from corporate objectives. This presents a serious impediment to management's efforts to manage profitability effectively.
Registered Rep. November 1, 2004 Mindy Diamond	Weighing a Merger's Implications When a securities firm is in the process of merging with another, the knee-jerk response of many reps is to scramble for the exit. Strangely enough, this hasty reaction often is a smart one.
Managed Care April 2006	Pay-for-Performance Champions Excited by California Program's Success A quality incentive program in California is yielding results that could be replicated in Medicare and other pay-for-performance (P4P) programs nationwide according to a new report.
U.S. Banker July 2005 Glen Fest	Incentive-Pay Software: Rewarding Results, Not Just Account Openings Banks are rewarding salespeople to create new accounts, but some funds are merely transferred from closed CDs at the same bank. Software can help sort fact from fiction.
Pharmaceutical Executive October 1, 2005 Mike Iafolla & Steve Greco	Under the Influence The number of influences that affect physicians' prescribing has increased and rep saturation has reached the tipping point, resulting in "customer fatigue." Companies must now take into account a plethora of influences when planning their sales and marketing efforts.
CRM December 13, 2013 Rogers & Stein	Three Keys to Igniting Sales Team Motivation Harness reps' drive to win by teaching skills for improvement.
Bank Technology News June 2005 Glen Fest	Incentive Pay: Compensating for Good Relationships Banks are incenting salespeople to create new accounts, but some of the funds are merely transferred from CDs closed at the same bank. Products help sort incentive fact from fiction.
Pharmaceutical Executive August 1, 2008 William Schiemann	Do Something! Seven steps you never knew that could fix the sales force.
Investment Advisor November 2006 Mark Tibergien	Just Rewards While compensation plays an important role in driving performance of individuals and the business, it's also important for financial advisors to recognize that money is not an adequate substitute for active management.
Registered Rep. January 1, 2005 David A. Gaffen	Wachovia Goes Halvesies Keep it simple. That's the idea behind Wachovia Securities new grid, one that offers a round 50 percent payout to brokers, once they pass a $9,000 production threshold.
Financial Advisor November 2005 Rebecca Pomering	Bang For Your Buck People management obviously is a complex area, and one where most advisors are looking for guidance and development. But don't shy away from defining performance expectations for the individuals in your firm and paying them based on their performance.
CRM December 2010 Jim Dickie	CRM's Most Underutilized Feature The industry needs to overcompensate for its tragic misuse of compensation management
Financial Advisor November 2010 Jeff Schlegel	The Price Is Right Advisory firms and the quest for proper compensation.
Pharmaceutical Executive November 1, 2006 Barricklow & Bandy	Meetings: Before and After Maximize sales meetings by focusing on strong pre- and post-meeting initiatives.
Registered Rep. December 11, 2003 David A. Gaffen	Smith Barney Changes Payout Grid Smith Barney is altering its compensation system for 2004, with the main goal being to simplify its payouts and make them more product-neutral.
Entrepreneur March 2004 Kimberly L. McCall	Trump Card Could adopting a straight-commission system be a good bet for your business?
Pharmaceutical Executive May 1, 2005	What Does It Take to be a Global Leader in Training An interview with Ed Yavuz, Wyeth's vice president of sales training and management development about the company's learning strategy, core curriculum for both reps and managers, and the relationship between training and retention of key employees.
The Motley Fool March 28, 2008 Brian Orelli	Wyeth Fires to Get Back on Fire The first round of Wyeth's cuts look like the right move for the big pharma company.
IndustryWeek August 1, 2002 Joanne Sammer	Making Incentives Pay Regular reviews of reward programs ensure their worth.
CRM July 1, 2006 Colin Beasty	Secret of My Success: Pay Dirt A credit union looks to incentive management to help cut back on all the paper.
Pharmaceutical Executive March 1, 2006 Jeff Brady	Sales Management: Spending Under Scrutiny Five states have already mandated that drug companies track, control, and report their marketing and sales spend directed at healthcare professionals, and many more states have legislation pending with distinct requirements.
Pharmaceutical Executive February 1, 2006 Nappi & Rodgers	Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps.
Registered Rep. February 21, 2007 John Churchill	Smith Barney Comp Pleasant Surprise Judging from initial reports from reps, the written version of the new plan is an improvement from the prior version -- a plan many reps equated to a pay cut despite the firm's insistence that it was "revenue neutral."
IndustryWeek July 1, 2005 John S. McClenahen	CEO Pay: The New Rules For CEOs and other senior executives in manufacturing, performance-related bonuses are up and performance-tied long-term incentives are more common. But will they make for better management decisions? That's not yet clear.
Financial Planning August 1, 2006 John J. Bowen	Team Players If your employees don't share in the risks -- and the rewards -- of your financial advisory business, they won't be motivated to do their best.
Registered Rep. January 1, 2007 Kristen French	More or Less? Smith Barney overhauled its pay package -- just in time for the new year. Some of the changes it made were pretty radical -- especially for an industry in which any pay change, no matter how minor, is often a source of uproar.
CRM April 2013 Kelly Liyakasa	Sales Reps Are Falling Short of Their Goals Short-term strategies and a lack of automation could be culprits.
Financial Planning August 1, 2011 Bogan & Doss	Compensation Challenge Designing a compensation strategy that supports a firm's philosophical framework while also acknowledging its financial resources and goals helps ensure an effective plan that promotes the growth of people and profits.
Registered Rep. October 1, 2006 Janet Arrowood	Protect Your Clients, Protect Yourself If registered reps don't sell their clients life insurance, someone else will -- and that's a risk reps probably shouldn't take. At least, that's one conclusion that can be drawn from the results of two separate studies.
CFO January 1, 2003 Tim Reason	Incentive Confrontation A bitter dispute over bonuses highlights the hazards of incentive pay.
Insurance & Technology November 25, 2003 Greg MacSweeney	Tapping EIM Growth In order to tap into the enterprise incentive management market in financial services, estimated to grow at a compound annual growth rate of 40 percent through 2005, Callidus Software has partnered with IBM.
Registered Rep. July 1, 2006 Halah Touryalai	Ready to Punch the Clock? Most registered reps compare themselves to professionals, such as doctors and lawyers. However, it seems that according to an interpretation of federal law, financial advisors may be held to the same labor law standards as an hourly employee.
The Motley Fool February 6, 2009 Selena Maranjian	Carrots, Sticks, and CEOs That proposed $500,000 compensation cap makes even more sense than you think.