TIA Delivers Podcast - The Economics of Commissions

Beth Carroll

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.

Compensation in the Time of Covid-19

Beth Carroll

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).

Compensation for Trucking Companies: An Introduction - Truckload Authority

Beth Carroll

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.

FLSA 2020 Changes - New Salary Thresholds & Non-Discretionary Bonuses

Beth Carroll

For those of you who remember, in 2016 the DOL created quite a stir by proposing a raise to the salary test for overtime exemption. The raise was quite high, more than 2x the current rate, and caused many companies to seriously reevaluate whether they needed to raise salaries to meet this new standard or reclassify employees as non-exempt (meaning they must be paid overtime). The new salary threshold that will go into effect January 1, 2020 is…

Truck Driver Pay within the Context of Total Rewards

Beth Carroll

Last month Beth presented at the IFDA Distribution Solutions Conference in Orlando, Florida. Her presentation addressed the current state of truck driver pay within the context of Total Rewards, as well as creative non-monetary options to keep your company and incentive plans ahead of the curve. Check out the video to learn more!

Unintended Consequences of 100% Commission - Part 3

Beth Carroll

Many industries have gone through or are going through a shift from a 100% commission model to a salary + commission or salary + bonus approach for their sales reps. The latest industry to feel this shake up is Food & Beverage Shipping and Distribution (F&B) as more and more of the big players have incorporated or are considering incorporating some kind of salary component to their sales compensation plan. The final part of this 3 part series continues to explore the unintended consequences the 100% commission model has had on the F&B industry, as well as how to correct them.

Unintended Consequences of 100% Commission - Part 2

Beth Carroll

Many industries have gone through or are going through a shift from a 100% commission model to a salary + commission or salary + bonus approach for their sales reps. The latest industry to feel this shake up is Food & Beverage Shipping and Distribution (F&B) as more and more of the big players have incorporated or are considering incorporating some kind of salary component to their sales compensation plan. Part 2 of this 3 part series continues to explore the unintended consequences the 100% commission model has had on the F&B industry, as well as how to correct them.

Unintended Consequences of 100% Commission - Part 1

Beth Carroll

Many industries have gone through or are going through a shift from a 100% commission model to a salary + commission or salary + bonus approach for their sales reps. The latest industry to feel this shake up is Food & Beverage Shipping and Distribution (F&B) as more and more of the big players have incorporated or are considering incorporating some kind of salary component to their sales compensation plan. This 3 part series explores the unintended consequences the 100% commission model has had on the F&B industry, as well as how to correct them.

Four Rules for Motivational Incentive Compensation Plans

Beth Carroll

Many trucking companies use incentive plans for their sales reps and recruiters and the trend is toward increased use of pay for performance programs for drivers, driver managers and other roles throughout the company.  This article will provide the four rules for ensuring your plans provide the right balance between motivation and business results.

Top Three Transportation Broker Compensation Methods

Beth Carroll

Developing compensation plans for an organization is a bit like cooking up a gourmet meal for a group of people with very particular tastes. Some people might like their meal spicier with more exotic ingredients; while others are strictly “meat and potatoes” folks who like to keep things simple and straight-forward.

Making Great Incentive Plans

Beth Carroll

Creating a great incentive plan is not as easy as many people initially think. With the guidance of compensation expert, Beth Carroll, this 4 part guide will walk you through best practices for creating a great incentive plan while avoiding many of the common pitfalls.

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