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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. You can also download a free 90+ page book about compensation planning, written by David J. Cocks, managing partner of CompensationMaster. |
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Compensation
Planning: The Key to Profitability
Free downloadable copy of the 90+ page book written by David J. Cocks, managing
partner of CompensationMaster. |
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Case Studies |
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Coldwell Banker Pro PropertyPerth, Australia |
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Frank Maloney,
Century 21 Realty One - Menai |
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John
Hawkins, Fonville Morisey Realty |
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Rob Hovious, Coldwell Banker de Wetter
Hovious |
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Gary Griffin,
Griffin Company Realtors |
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Margie Spence, Royal LePage |
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Wallace Perry, Coldwell
Banker United—Houston Region |
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Lori Hawkins John L. Scott Southern
Oregon |
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Keith Flouhouse, Coldwell Banker
Flouhouse |
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If You Can't Beat 'Em, Join
'Em
As appeared in the December 2004/January 2005 issue of Real Estate
Business. |
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Compensation Strategy |
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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 |
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Sales Commissions: Find the Plan that Works for You
As appeared in Monster.com's Career Advice |
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Change is Necessary
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From Mutt to Best in Show
As appeared in the October 2007 issue of REALTOR Magazine |
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Cash Cow,
Shooting Star, Question Mark, Or Dog? |
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Salary or Commission:
Insights from Australia & New Zealand |
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The Danger in Copying Another
Company's Commission Plans |
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Why
Offer a Choice? |
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Making
Exceptions? |
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Offer
a Choice of Compensation Plans to Gain a Competitive
Advantage
As appeared in the Winter 2003 issue of
Management Issues & Trends. |
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One Size Doesn't Fit All—In
Sales Force Compensation
As
appeared in the April 2001 issue of SLC Insider. |
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Profiting from a New Sales Force
Compensation Strategy
As
appeared in the March 2001 issue of SLC Insider. |
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Sales
Compensation: A New Technology-Enabled Strategy
In the January/February 2001 issue of Compensation & Benefits Review. |
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Recruiting and Retention |
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Survey: What Sales Associates Want
As appeared in the June 2008 issue of REALTOR Magazine. |
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Are you skimming the cream? |
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Supercharge
Recruiting |
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At Risk of Losing Your Top
Producers? |
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Using
Compensation as a Competitive Weapon |
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Changing Compensation Plans |
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How
to Change Commissions |
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How to
Introduce New Compensation Plans |
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Painless! How to
Restructure Your Commission Plans
As appeared in the April/May
2004 issue of Real Estate Business. |
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Compensating Teams, Managers |
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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 |
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How to
Compensate Teams |
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Tips for
Compensating Teams
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Tips
For Compensating Managers |
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Performance Metrics
As appeared in the
April 2006 issue of REALTOR Magazine. |
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Compensation
Strategies for Sales Teams and Managers
In Volume 16, Number 4 of Management Issues and Trends. |
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Profitability |
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Where Did All the Money Go? |
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Thriving in a Market
Downturn |
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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:
info@BrokersInsider.com
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Big Hat, No Cattle? |
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Is All Your
Profit in Popcorn? |
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Is Your Profit an Illusion? |
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Lowering Your Breakeven
Point |
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Becoming Commoditized? |
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The
Taxman Cometh |
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Surviving
a Sustained Recession |
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So How Profitable Was
2001? |
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Increasing Share Value through Compensation Plan Designs |
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Are
You Stuck in the Technology Sinkhole? |
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How Did You Do in 2000? |
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The
Technology Drain: As Tech Costs Mount, Brokers Revamp Compensation Plans to
Reap
Returns
As
appeared in the February 2001 issue of REALTOR Magazine. |
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Best Practices |
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Aligning the Goals of the Sales
Force & Management |
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When Do You
Pay Sales Reps? |
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Make
Each Sales Associate a Profit Center |
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Get Nimble Again |
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Best
Practices: Adjusting Compensation Plans for Inflation |
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Recapturing
Profitability |
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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. |
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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: info@BrokersInsider.com |
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Well-Founded
Compensation Plans Benefit Sales Associates and Your Bottom Line
In Volume 13, Number 6 of Management Issues and Trends. |
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Multiple-Sales Compensation Plans Based On Predetermined Profits Work Best
As appeared in the May 1, 1999 issue of Real Estate Broker's Insider.
Copyright 1999 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:
info@BrokersInsider.com |
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Merger or Acquisition |
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Handling
Sales Force Compensation After a Merger or Acquisition |
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Making
Dollars and Sense Out of Mergers & Acquisitions |
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Positioning
Your Company for Purchase
Part 1 |
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Positioning
Your Company for Purchase, Part 2 |
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New Trends |
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As Banks Move
into Real Estate |
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LendingTree:
The Tip of the Iceberg |
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REALTOR Magazine's 25 Hot Trends in Real
Estate |
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Surveys, Expert Opinions |
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Profitability Survey Results |
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Test Your Compensation IQ |
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REALTOR Magazine's 5th Annual Business Income and
Expense Survey
As
appeared in the September 2000 issue of REALTOR Magazine. |
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Is Money All
That Matters?...We Asked the Experts
In the January 2000 issue of The Recruiting Pipeline. |
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REALTOR Magazine's Annual Compensation Survey
As
appeared in the September 1999 issue of REALTOR Magazine. |
