Business Management

Prosperio Group Principal Beth Carroll wraps up her series on sales commissions with a review of several secondary models, and a look at her upcoming series on goal-based incentives.

Moving into month two of the COVID-19 pandemic, the sustainability of our industry has never been more apparent, revealing the important roles 3PLs have in adapting new technology and adopting new approaches that enable our motor carriers and shippers to stay the course and hold on. That is sustainability.

Addressing the push-me, pull-me factors of freight brokering, Prosperio Group’s Beth Carroll dives deeper into sales commissions by creating relatively simple incentive compensation plans using a two-dimensional matrix.

Though recent years have not been good to intermodal, new pricing sophistication, increasing speeds and increased rates may well widen the intermodal savings gap and convert certain lanes back to intermodal.

Connectivity and digital workflows are streamlining freight transaction processes while telematics, TMS and other cloud-based apps offer 3PLs more options for putting the right freight on the right truck—at the right time—and for the right price.

Prosperio Group Founder Beth Carroll continues her discussion on commission calculation with an array of options for organizations looking to create unique incentive plans for their sales force.

The ongoing digital productivity revolution within the supply chain will change the face of our industry and many of the jobs in it. So just how do we deal with the “creative destruction” that arises from these changes?

Many well-managed businesses still have a somewhat myopic view of sales commissions. Prosperio Group founding partner and compensation strategist, Beth Carroll, discusses three basic methods of compensation, that when combined offer up to nine different methods for calculating commission payments.

As technology continues to advance into the freight delivery space, the question becomes, "How will tech-based solutions fare without critical thinking and human interaction?"

With more people delaying retirement, many organizations will soon face a multi-generational workforce. How will company leaders create an atmosphere that fosters a diversity of ideas, opinions and skill sets?