James Alexander Consulting LLC
Compensation Advisory Services
“Not everything that can be counted counts, and not everything that counts can be counted.”– William Bruce Cameron Why do we find numbers so comforting? Perhaps because they give shape to uncertainty. When something is measured, it feels secure and understandable. Psychologist Arie Kruglanski called this the need for "cognitive closure"—the desire for firm answers... Continue Reading →
The concept of pay-for-performance is commonplace but what does it really mean and how do we avoid the pitfalls?
This week I received an interesting query, asking if I had any market sales quota data that could be used to assess if quotas were reasonable or not. I found this a particularly interesting query. Firstly because I was curious to understand why they felt that market data would help them assess the effectiveness of... Continue Reading →