Article Library
Learn more about designing commission structures and managing sales force compensation with this collection of dozens of articles from back issues of our e-mail newsletter, as well as articles published in a wide range of magazines, newsletters, and portals.
Compensation Strategy
There's No Better Time to Make Changes in Your Business
How Close Are You to
Chaos?
As appeared in the January 2009 issue of Real Trends
Chaos chart - Intended results
Chaos chart - Actual results
Chaos chart template
Sales Commissions: Find the Plan that Works for You
As appeared in Monster.com's Career Advice
From Mutt to Best in Show
As appeared in the October 2007 issue of REALTOR Magazine
Cash Cow, Shooting Star, Question Mark, Or Dog?
Salary or Commission: Insights from Australia & New Zealand
The Danger in Copying Another Company's Commission Plans
Offer
a Choice of Compensation Plans to Gain a Competitive
Advantage
As appeared in the Winter 2003 issue of
Management Issues & Trends.
One Size Doesn't Fit All – In
Sales Force Compensation
As
appeared in the April 2001 issue of SLC Insider.
Profiting from a New Sales Force
Compensation Strategy
As
appeared in the March 2001 issue of SLC Insider.
Sales
Compensation: A New Technology-Enabled Strategy
In the January/February 2001 issue of Compensation & Benefits Review.
Recruiting and Retention
Survey: What Sales Associates Want
As appeared in the June 2008 issue of REALTOR Magazine.
Changing Compensation Plans
How to Introduce New Compensation Plans
Painless! How to
Restructure Your Commission Plans
As appeared in the April/May
2004 issue of Real Estate Business.
Compensating Teams, Managers
Boosting Value for the Top Brass and the Bottom Gold
As appeared in the October 2008 edition of IOMA's Complete
Guide to Best Practices in Pay-for-Performance
Tips For Compensating Managers
Performance Metrics
As appeared in the
April 2006 issue of REALTOR Magazine.
Compensation
Strategies for Sales Teams and Managers
In Volume 16, Number 4 of Management Issues and Trends.
Profitability
Cost-cutting rule: Cut the fat,
keep the muscle
As appeared in the May 1, 2007 issue of Real Estate
Broker's Insider Copyright 2007 Alexander Communications
Group, Inc. Reprinted with permission of the publisher
located at 215 Park Avenue South, Suite 1301, New York, NY
10003. Telephone (212) 228-0246. Fax (212) 228-0376. E-mail:
Is All Your Profit in Popcorn?
Surviving a Sustained Recession
Increasing Share Value through Compensation Plan Designs
Are You Stuck in the Technology Sinkhole?
The Technology Drain: As Tech
Costs Mount, Brokers Revamp Compensation Plans to Reap Returns
As appeared in the February 2001 issue of REALTOR
Magazine.
Best Practices
Aligning the Goals of the Sales Force & Management
Make Each Sales Associate a Profit Center
Best Practices: Adjusting Compensation Plans for Inflation
Is
it Time for a New Value Proposition? Realigning Your
Relationship with Agents for Fun and Profit
As appeared in the July 2002 issue of Real
Trends.
This Broker Customizes
Compensation By Risk
As appeared in the July 1, 2002 issue of Real Estate Broker's Insider
Copyright 2002 Alexander Communications Group, Inc. Reprinted with
permission of the publisher located at 215 Park Avenue South, Suite
1301, New York, NY 10003. Telephone (212) 228-0246. Fax (212) 228-0376.
E-mail:
Well-Founded
Compensation Plans Benefit Sales Associates and Your Bottom Line
In Volume 13, Number 6 of Management Issues and Trends.
Merger or Acquisition
Handling Sales Force Compensation After a Merger or Acquisition
Making Dollars and Sense Out of Mergers & Acquisitions
New Trends
Surveys, Expert Opinions
REALTOR® Magazine's 5th Annual Business Income and Expense Survey
As appeared in the September 2000 issue of
REALTOR Magazine.
Is Money All
That Matters?...We Asked the Experts
In the January 2000 issue of The Recruiting Pipeline.
REALTOR® Magazine's Annual Compensation Survey
As
appeared in the September 1999 issue of REALTOR Magazine.
