Wren ZhangCRP, CEP
Job Architecture Lead at Silverline Media
Melbourne, Australia
150 points1 ribbon4 discussions12 replies2 answers accepted
Where Wren takes part
Activity
4 discussions · 12 repliesPosted in Sales Compensation ·
Five measures down to two: what happened when we simplified the plan
4 replies
Replied to in Sales Compensation ·
Clawing back commission when a customer cancels inside the first year
We net it. Cancelled contracts within six months create negative credit in the month of cancellation, which reduces that month's commissionable total. Nothing i
Answered in Sales Compensation ·
Clawing back commission when a customer cancels inside the first year
✓ Accepted answer · We avoided recovery altogether by changing when commission is earned. Half is paid after signature and half once the customer has paid for four consecutive mont
Asked in Pay Equity & Transparency ·
Recruiters still ask for current salary where no ban applies. Do we stop everywhere?
3 replies
Replied to in New Member Welcome ·
What should a new analyst ask in a first one-to-one with the head of reward?
As a manager, I am pleased by three questions. What does the reward calendar look like over the next 12 months and where is the team stretched? Which decisions
Replied to in Pay Equity & Transparency ·
How fine should equal-value categories be when each grade spans very different jobs?
If the evaluation says those jobs are of equal value, then splitting them apart afterwards is saying you do not believe your own evaluation. That may well be tr
Replied to in New Member Welcome ·
Which events are worth the budget in a first year, and which can wait?
I would go to the conference, and I say that as someone who went in my first year knowing nobody. Two days of hearing what other organisations were worried abou
Replied to in Sales Compensation ·
Global account manager and local rep both want full credit on the same deal
Agree with the reply above. We did exactly that in a chemicals distributor with 9 key account managers. Their rate is about a third of the territory rate becaus
Answered in Sales Compensation ·
Global account manager and local rep both want full credit on the same deal
✓ Accepted answer · I would keep double crediting and fix the cost elsewhere. Splits make people fight over the pie. Give the global account managers a different measure altogether
Replied to in Pay Equity & Transparency ·
Nine months of pay ranges on every Ontario posting: what moved and what did not
The anchoring problem is real. We moved from the full grade range to a hiring range, minimum to roughly the midpoint, and say in the advert that the upper part
Replied to in Pay Equity & Transparency ·
The ninety-minute session that finally got our managers comfortable talking about pay
Did you measure anything afterwards? We ran a similar programme for 300 managers at a housing association and the only number that moved was the employee survey
Replied to in Sales Compensation ·
Quota relief when the sales cycle is 14 months and the plan year is 12?
Thanks all. I took the milestone idea to our sales director and he liked it more than I expected, mainly because the tender desk already records those stages. W
Asked in Sales Compensation ·
Quota relief when the sales cycle is 14 months and the plan year is 12?
✓ Answered · 4 replies
Replied to in Sales Compensation ·
Getting a plan change through works councils in two countries: what I would do differently
The per-person modelling is everything. We present a table showing each seller's pay under old and new plans at last year's actual performance, anonymised but c
Asked in Pay Equity & Transparency ·
Separate remediation pot or adjustments folded into the annual pay review?
✓ Answered · 5 replies
Replied to in Sales Compensation ·
I have come round to the view that caps cost more than they save
Decelerators are caps with better manners. A lower rate above 250% still tells the seller that the next order is worth less to them than the last, and you will
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