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Incentive compensation programs for frontline personnel should align with three unique company factors: customer vision, coverage model and workforce philosophy.
Of all the rules and codes and acronyms hurled at new hires, ROI is top of mind for institutions investing in training. Trainers pursue the business cases for a range of third-party and Web-based options.
Modeling can help optimize marketing mix resource allocation to maximize customer equity.
For maximum management impact, focus on these.
An effective employee compensation system requires the appropriate mix of fixed and variable pay.
Front-line focus on cross-selling and customer retention poses the question: what part of pay should be at risk?