White Papers

Enough Is Enough – How to Solve Lackluster Sales Performances Once and For All
The key to turning around flagging sales performances is not to use the desired number (the sales or revenue objective) as the end all and be all but to use it as a starting point.

Your Brand - Among the Leaders or in Danger of Being Lapped??
If your brand’s position in the market leaves something to be desired, it’s certainly natural to look at any number of areas for improvement—everything from the effectiveness of your management team to the impact of your marketing dollars and where you’re spending them.

Social Networking and Recognition 
No matter where you turn, the buzz about social networking is inescapable. As executives ponder how to leverage social media for business growth, they need to realize the impact these tools can have on employee performance.

Awesome Opportunity of Change
When a merger of two strong companies is imminent, employees, supervisors, and executives often share the same unwelcome vision of the organization’s future: anxiety surely is bound to climb, enthusiasm certainly will plummet, and the values and systems that these good people in both companies have carefully created most likely will be trashed. Following the merger, the impact on sales can be brutal as sales forces are forced to learn quickly about new products and new systems for selling them.

In the Era of Sarbanes-Oxley
In the wake of Enron, WorldCom and other corporate governance and accounting scandals, federal legislators in 2002 enacted the Sarbanes-Oxley Act (SOX), which was designed to improve the accountability of corporate managers to shareholders and to improve public confidence in publicly traded companies.

How Incentive Programs Really Work
Who can dispute the premise that sales representatives, along with everyone else in a free society, work harder and show better results when they are rewarded for success?

Finding the Right Mix
This white paper was produced by the Performance Improvement Council. It highlights how a company can seek the right mix of compensation, training, and rewards and recognition to attract, retain and motivate employees today.

Employee Lifetime Value
Traditionally, employees are seen as an expense to most employers. Now, however, they’re being considered as assets by smart employers, thanks to an emerging concept called Employee Lifetime Value (ELTV). A new white paper, Employee Lifetime Value: The Critical Companion to Customer Lifetime Value, looks at the ways in which employees actually contribute to the success of their company.

The People Impact on Financial Success
This white paper reviews the concepts, metrics, and applications of employee lifetime value so that employees can be viewed as contributors to the cash inflow of organizations. We consider issues such as recruiting, hiring and retention. We also show how ELTV links to qualitative measures such as employee satisfaction, engagement, and loyalty, as well as more traditional measures of employee performance. The overall goal is to demonstrate how ELTV, much like the parallel customer lifetime value.

Everyday Wellness
71% of men and 62% of women in the U.S. are overweight or obese. 23% of Americans still smoke; 3,000 start each day. More than half of Americans are not physically active enough to realize health benefits, and activity levels decline with age. It’s no big surprise—Poor lifestyle choices contribute to ballooning health care costs. It’s time to pop the balloon. A custom-designed wellness program can get your employees jazzed, improve their overall health, and increase your bottom line.

Rev Up Incentives Now to Rev Up Profits in 2009
Savvy companies know there’s one area that they can’t afford to cut – incentive programs. Revving up incentive programs now can help companies proactively prepare for even tougher times ahead. With a properly aligned incentive program, they’ll engage employees, build customer confidence, and drive business growth. These companies know this is no time for a wait-and-see mentality; it’s time to turn up the heat on incentive programs.

Employee Recognition Can Generate Profits
Engaged employees make a significant contribution to the profitability of any company, regardless of the business environment. In a down economy,the degree of engagement of those employees who remain can make the difference not only between profit and loss, but also between survival and dissolution. A conscious strategy of recognition and reward cultivates the positive cultural environment that companies need to succeed today.

Tips for Buying an Incentive Program
Anyone in business today knows that it’s not business as usual. In tough economic times, companies often turn to familiar methods of maintaining the bottom line—layoffs, reduced hours, and scaled-back perks. One “perk” that may be headed for the chopping block is incentive programs. But, think twice. A properly aligned incentive program can help you achieve the results you want and pay for itself in the process.

Impact your Bottom Line Now
In tough economic times, with layoffs, reduced hours and scaled-back perks, employees are often asked to do more with less. When a lack of recognition and incentives is added to this situation, production and employee engagement suffer.