The Ohio Trucking Association recently hosted their 2021 OTA Annual Conference, presented by Pilot Company, this week in Columbus. Over 160 in-person and virtual attendees joined exhibitors and sponsors for the event. The conference featured outstanding programming, opportunities to network and of course featured speakers, including Beth Carroll.

Earlier this month Beth Carroll was a guest on an episode of OTA on the Air with President & CEO Tom Balzer. For anyone unfamiliar, OTA on the Air features industry experts and thought leaders who provide updates on the regulatory, legislative and compliance environment. Beth will also be one of the Keynote Speakers at this year’s OTA Annual Conference in September.

n this episode of TIA Delivers Podcasts, Beth Carroll, Managing Principal of Prosperio Group, provides insights into the series she has been writing for TIA's 3PL Perspectives Magazine. The series, “Going Beyond Commissions”, details the different approaches to goal-based incentives. Her unique perspective and range of industry knowledge are extremely valuable to the 3PL community and this is an episode that you won't want to miss!

The Psychology of Motivation and Rewards - In this new category of blog post, guest columnist, John Burkholder, gives us the rundown about how restriction actually fuels temptation.

In this month’s issue of 3PL Perspectives, Beth dives into the differences between commission and goal-based incentives. For instance, did you know that A non-discretionary bonus is based on a formula, which can be every bit as precise, objective, and LUCRATIVE as a commission plan?

Beth was recently a guest on The Freight Advisors where she had a great conversation with Jared Taylor about the importance of compensation in the freight space. Whether you're a logistics provider or an asset trucking company, getting the right compensation package in place is incredibly important. They also walks us through what that looks like, how to think about compensation, and the importance of emotional intelligence while devising the right strategy.

Beth was recently invited to be a guest columnist for the Tenney Group blog and did a great Q&A regarding Incentive Compensation in a Post-COVID World. If you are interested in how other companies have been handling changes to their compensation plans as a result of COVID-19, you’ll definitely want to give it a read.

The answer depends, in part, on how the goal was initially set and if there was any provision for double crediting when goals were allocated. Sometimes each sales rep is an island unto themselves, and the sum of their goals equals the overall sales budget. Other times some overlap is built into the system of goal allocation and the sum of the individual goals may equal more than 100% of the overall sales budget. If the goals were set with the planned overlap, then the answer is easy – it’s fine to reward with double credit because the reps were double goaled. But what if the goals weren’t set that way at the start?

One of the less common occurrences in the world of sales compensation is a windfall, or “blue bird” sale. Sales reps love them, but they drive compensation managers (and owners who must pay them) nuts; the pay earned from incentives is often grossly out of proportion to the effort involved…

In the first two articles of this series, we looked at the various ways commissions can be calculated in such a way that "costs are covered," namely using a draw, a multiple of salary, or a threshold approach. In the second article, we looked at three different ways of scaling a commission rate relative to production: flat, retroactive, or progressive. We also discussed setting a fixed tier for production (e.g., $20,000) or a relative tier (75% of goal, where goal is individualized based on a person’s book of business). This article will focus on another very popular method for calculating commissions: the matrix.

My mathematical trick here is something that is derived from “The Rule of 78’s” which is typically used in other applications (such as mortgage interest payments), but it works just fine here as well. You can Google “The Rule of 78’s” or “Sum of the Digits Method” to get a deeper understanding. You might ask “how do we get the number 78”? 78 is the sum of …

In the last issue of 3PL Perspectives, we looked at the three basic methods for calculating a commission relative to a production threshold: draw, seat cost, and threshold. Now we will look at the ways you can calculate the commission itself. There are also three methods to consider: flat rate, retroactive rate, and progressive rate.

In this episode of TIA Delivers Podcasts, Beth Carroll, Managing Principal of Prosperio Group, provides insights into the four-part series she recently wrote for TIA's 3PL Perspectives Magazine. The four-part series, “The Economics of Commission” details the different approaches and methods used to figure sales commissions.

If you missed it, Beth gave an awesome presentation at Truckload 2020 about developing a cohesive compensation strategy for your company. If you have the time, we highly recommend you check out the videos below as you are certain to learn a thing or two.

I’ve been a sales compensation consultant for 22 years. During that time, I have experienced the dot.com boom and subsequent quick bust, September 11, the worst economic recession in a generation, and all manner of natural disasters that have impacted earnings under incentive compensation plans. There has been nothing like COVID-19; however, and many of the rules that we have all learned to play by simply will not work for this situation. We need to think about the psychology of pay first, but also consider the math, and for the first time in my history – we really also need to think about the broader societal and social implications of how we manage employee plans for the next 30, 60 or maybe even 90 days (I truly pray it is not longer than that).

In case you missed getting a copy at Truckload 2020, here is the link to the latest issue of Truckload Authority. Pages 32 and 33 house Beth Carroll’s most recent article about Compensation for Trucking Companies. Make sure to check it out, as well as consider signing up the TCA’s Truckload Live Distance Learning program where you can get instruction directly from Beth and other subject matter experts.

When it comes to sales compensation plans, people tend to "know what they know." And because of this myopia, they also don’t know what they don’t know—failing to recognize the different approaches to calculating sales commissions that may be available to them.

Prosperio Group is delighted to announce the opening of the survey collection period for the annual MeasureUp® Freight Brokerage Compensation Survey for 2019 results. This survey examines both pay practices and pay amounts for common job roles found at Freight Brokerages and is the only survey endorsed by the Transportation Intermediaries Association (TIA).