Articles:
"Nuts and Bolts of Compensation Plan Design for Sales Development Representatives," CaptivateIQ Whitepaper, December 2021
"Sales Performance Management Challenges & Technology: Considerations for the Telecommunications Industry," OpenSymmetry Whitepaper, July 2021
"The Positive Effect of Using Hurdles in Sales Comp," Workspan Daily, March 2021
"Leveraging Incentives to Drive Sales Motivation," CaptivateIQ Whitepaper, January 2021
"How to Harness the Power of Commission," Workspan, May, 2014
"The Whys and Hows of Commission," World@Work Spotlight on Sales Compensation Conference, Chicago, August 2015
"Five Steps for Designing a New Sales Compensation Plan," World@Work Sales Compensation Focus, January 2014
“Healthcare Reform Impact on Incentive Compensation Practices,” SalesCompInsights, November, 2010
“Incentive Compensation for Outsourcing: As Cumbersome as the Deals Themselves?” SalesCompInsights, October, 2010
“Tear Down Those Goals,” SalesCompInsights, September, 2010
“Pharmaceutical Sales Compensation: Past, Present and Future,” Synygy Newsletter, April 2010
“Caps is a Four-Letter Word,” World@Work Sales Compensation Focus, March 2010
“Pay for Profit…and Get What You Pay For,” Workspan, December 2009
“Taming the Beast: Aligning Global Sales Incentives,” Workspan, March 2007
“Incentive Compensation for Outsourcing: As Cumbersome as the Deals Themselves?” SalesCompInsights, October, 2010
“Tear Down Those Goals,” SalesCompInsights, September, 2010
“Pharmaceutical Sales Compensation: Past, Present and Future,” Synygy Newsletter, April 2010
“Caps is a Four-Letter Word,” World@Work Sales Compensation Focus, March 2010
“Pay for Profit…and Get What You Pay For,” Workspan, December 2009
“Taming the Beast: Aligning Global Sales Incentives,” Workspan, March 2007
