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Claim Your Free Copy of Overtime Primer: Highlights from the New Regulations

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.

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May 08, 2010
Sales Compensation: Rewards and Payment Timing Can Increase Profitability

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, encouraged the use of rewards, outside of actual sales, to acknowledge cost reduction actions.

For a Limited Time receive a FREE Compensation Market Analysis Report! Find out how much you should be paying to attract and retain the best applicants and employees, with customized information for your industry, location, and job. Get Your Report Now!
  • Maximizing all sales channels
  • Reducing travel expenses
  • Negotiating better terms with low-margin, high-volume clients
  • Timing closes to fit production schedules
  • Selling product in stock
  • Minimizing special deals and related customization

Additionally, time payments for the best overall impact for the company and its crew:

  • Pay, at least partially, when dollars are received rather then when sale is booked or shipped.
  • Avoid paying residuals (annuities) unless real selling is taking place.
  • Don't pay a premium for ticket-taking.

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

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