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Human Resources

Effective Sales Compensation Plans: A Primer

Keys to attract and motivate quality salespeople Should sales commissions be calculated based upon revenue or gross margin? The answer depends upon your company’s specific circumstances. If your salespeople sell from a fixed price schedule and do not have much latitude to change prices without management approval, then it makes sense to calculate commissions as a percentage of revenue. You ...

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What Drives Your Top Performers?

During tough times, focus on keeping your top performers engaged and replacing salespeople who don’t have what it takes to step up to the challenge. By Patrick Sweeney.

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Setting Priorities

A corporate safety manager talks about how to get employee buy-in for safety programs at a material handling equipment distribution company.

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Writing A Safety Policy

A distributor safety manager outlines the elements and procedures for creating a workplace safety policy at a material handling equipment distribution firm.

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