Conference Speaker Spotlight: Alternatives to Using a "Straight" Commission Model

Join us for lunch from Noon to 2 PM on Thursday, April 11 to hear Beth Carroll address “Alternatives to Using a ‘Straight’ Commission" - a deep dive for options when you want to pay your employees a “piece of the action.” This is the equivalent of a Graduate course in finance. It’s really going to get into the MATH of how commissions work. You will walk away with an Excel tool to use on your own. 

While it is still common for brokerages to pay their sales employees using a straight commission model (e.g. 25% or 30%), many brokerages are moving away from this model and using various alternatives. This lunch workshop will explore the ways salary can be (and should be) considered in terms of total compensation (from a draw, to a straight 1.x coverage model, to a true salary plus incentive) as well as going into detail in terms of the various alternatives to straight commission plans (tiered plans with retroactive or marginal rates, goal-based commissions, matrices, etc.)

Beth Carroll is the founding partner of Prosperio Group, a business consulting firm that focuses on the strategic management of compensation for global transportation & logistics companies. Beth is based in Chicago, IL and has over 20 years’ experience developing incentive compensation plans for companies across the globe in a variety of industries. Beth has completed projects with more than 160 T&L companies. Prosperio Group prides themselves on building lasting relationships with their clients, helping clients refine their business strategy, improve organization structures for maximum efficiency, and tie it all together with effective incentive compensation plans.

Beth holds a BA from Bucknell University, an MA from The University of Chicago, an MBA from Northwestern University, and is a World at Work Certified Global Remuneration Professional. Beth is a member of the TIA, TMSA, CSCMP, IANA, NITL, IANA, WERC, and is a frequent author for the 3PL Perspectives and regular speaker at TIA events.

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