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These documents are provided free to help those responsible for the design and implementation of effective compensation strategies.

Click on each document link to download.  All documents are in free Adobe Acrobat format.

Papers and Handouts

Most of these articles have been published in various industry periodicals and newsletters

bullet Dollar-per-Hour Calculator Excel Spreadsheet (DSA 2009 workshop)
bullet Your Dollar-per-Hour Proposition - (DSA 2009 workshop PowerPoint)
bulletChanging Your Compensation Plan (DSA 2008 workshop PowerPoint with notes)
bullet Your Dollar-per-Hour Proposition - key to growth
bullet Aligning Your Plan to Your Business Model
bullet How much can you afford to pay in commissions?
bullet10 Most Common Mistakes in Direct Selling (new version September, 2006)
bullet Principles of Successful Compensation Plan Design
bullet How to Change Your Compensation Plan without Losing the Farm
bulletThe Art of Compensation
bulletCompensation Plan Guidelines
bulletDefinition of compensation plan terms
bullet

Retailing - the engine that drives the sales force

bulletWasting Commission Dollars
bulletCompression - Do's and Don'ts
bulletBreakage - How to Pay the Performers More
bullet Software Requirements of a Direct Selling company (April, 2006)

Seminar Worksheets

bulletPlan Behavior Analysis Worksheet
bulletPlan Payout Estimator Worksheet