In my 30-plus years as a sales executive and sales leadership consultant, I’ve identified a critical error most sales organizations make: not crafting a sales ...

Healthcare reform introduced a number of initiatives with the goal of moving payment for healthcare services from a fee-for-service to a fee-for-performance system. However, these changes are ...

A compensation strategy differs from a compensation budget in that it aims to improve recruiting and retention of employees, rather than simply minimizing expenses. Creating a compensation strategy ...

The good people at Ark Group recently published a new book, “Compensation (Re)Design for Law Firms,” edited by Soo Darcy. I was invited to contribute a chapter, entitled “Incentivizing the New Normal.

If you think it’s ultimately your call as to how much compensation is paid out to you and your employees, you may be in for a surprise. Does the term “reasonable compensation” come to mind? Reasonable ...