Motivating sales staff

Commission schemes are a typical approach to motivating sales staff. The question of whether or not individuals are truly motivated just by money is a debate that has raged for decades. But, in our experience of incentive schemes it is the design of the scheme that is crucial to its success, and to avoiding disputes […]

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Holiday pay – awaken from the nightmare?

The five-year saga on determining holiday pay for those on commission, and other variable earnings, continues with the latest ruling from the Court of Appeal that results based commission must be included when calculating holiday pay. This includes overtime and standby payments. Salaried staff are included. There are still uncertainties, such as how far back-pay […]

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