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The federal DOL overtime regulations go into effect this year. Are you ready?


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This report includes a summary of key changes, including the salary level test and salary basis test.

As a bonus, we've included a handy flowchart to help you determine exemption status under the FLSA.

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May 07, 2010
A Sales Staff Should Produce Relationships As Well As Revenue

In a BLR webinar entitled "Sales Compensation Strategies: How to Motivate and Re-Energize Your Sales Staff in a Challenging Economy," Dan Kleinman, principal of Dan Kleinman Consulting, a compensation and human resource consulting firm, explained that today a sales group needs to establish relationships, not simply sell product. That means creating transactions that are based on:

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  • Offering the best product
  • Providing that product at the best price
  • Following up with the best service

Additionally, relationships should be based on:

  • Value-added service to customers
  • The company's perception as providing solutions, not simply products

These approaches can provide renewed sales and other products, i.e., not simply selling the same thing over and over.

Dan Kleinman is the principal of Dan Kleinman Consulting, a California-based compensation and human resource consulting firm. For the past 18 years, he has served as an independent consultant for a broad spectrum of regional, national, and international companies, providing compensation, performance, organizational planning, and reward-system design services. He may be reached at info@dankleinmanconsulting.com

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