COMPENSATION PROGRAMS THAT ATTRACT, RETAIN, AND MOTIVATE TOP PERFORMERS by Suzy Hammet Dont jump to the conclusion that you have to offer top-dollar salaries to attract the most ta...

MAKE SURE INCENTIVES ARE JUST THAT Incentives are designed to motivate salespeople to increase andimprove production; however, you should exercise caution when implementing an incen...

PAYING FOR PERFORMANCE by Carol Hammes Half the agencies responding to our recent Agency Compensation Survey reported paying CSRs additional compensation to reward them for their ...