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Setting incentivising commission payments

Opinion New! Written by John Berry on 14th May 2018. Reading time: 3 minutes.

Designing a sales commission policy and associated commission operating system to remunerate staff for sales performance is complex. The scheme must incentivise, and be fair to all. This blog considers some of the thinking that should go into incentive design.

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What does gender pay gap tell us about society?

Opinion Written by Sue Berry on 25th April 2018. Reading time: 7 minutes.

We know that men and women must be paid equally for jobs of equal value so we can assume that pay discrimination is not the explanation for the recently reported gender pay gaps in most organisations. Our analysis suggests that the cause is something much, much deeper. Deep in society. And no amount of castigating employers will fix it. As a society, universally, women are paid less than men. And we have to fix the attitudes that cause this - in the family, schools and society as a whole.

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Free Level 7 Manager Development Programme

Article Written by John Berry & Sue Berry on 14th March 2018. Revised 1st April 2018. Reading time: 7 minutes.

If you're reading this, there's an 80% chance that you don't have the skills to manage your people. Just think about the improvement in your organisation's lot if it were the other way. We offer a nine-month programme covering hiring, managing and developing people in 18 webinars and 3 workshops. It's for managers who want the Level 7 knowledge and skills without the assessment from formal courses. And it's completely free of charge.

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So you think you can interview?

Opinion Written by John Berry on 12th March 2018. Revised 21st March 2018. Reading time: 4 minutes.

Most managers think they can interview. Many even believe that they are good at it. And yet precious few have been trained and fewer still understand the true role of interviewing in ensuring fairness and valid assessment. Simply, structured interviews win. But they must be built vacancy by vacancy. Here's how to improve the predictive ability of your interviews.

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Recruit like a punter: rationalise

Opinion Written by John Berry on 6th March 2018. Revised 7th March 2018. Reading time: 4 minutes.

There are three approaches that humans take to make decisions - automatic, neuralistic and rational. Only one - rational - has any place in recruitment and selection. Automatic helps us survive. Neuralistic is fine for incident commanders. But only rational works for hiring decisions. here's why.

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Six ways to avoid hiring square pegs for round holes

Opinion Written by Sue Berry on 7th February 2018. Reading time: 4 minutes.

Perhaps you employed someone and you later found that they don't quite meet the role requirements; they somehow don't fit. Or, you moved someone into a new role and they just didn't perform as well as they used to. Here's how to avoid such mismatch between the person and the job.

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Linking performance on the job to selection criteria

Opinion Written by John Berry on 6th February 2018. Reading time: 2 minutes.

Performance is when the employee does what they say they will. When recruiting, selection of new hires should be made on the test outcomes that evidence the personal characteristics, competencies and behaviours required for that performance. Base your selection on that evidence. Here's how.

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