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Showing Results For: Finance & Legal
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What Makes a Sales Compensation Plan Strategic?
David Johnston
Your company’s sales compensation plan is of vital importance. How you pay and reward your salespeople makes a huge difference in the success of your ...
Understanding the Commissions You Deserve
David Johnston
For many sales pros, the money earned on commission works out to be the bulk of their sales compensation. Therefore, when it comes to salary negotiati...
What to Look For in Your Sales Compensation Plan
Canadian Professional Sales Association
“For love or money” might accurately describe why sales people do what they do. Most sales people love the job – the highs of closing a deal, the inte...
What is a Sales Compensation Plan?
Canadian Professional Sales Association
A sales compensation plan is the combination of base salary, commission, and incentives that constitute a sales representative’s earnings. They are de...
How to Get a Better Sales Compensation Plan
Canadian Professional Sales Association
Sales compensation plans are designed to both motivate sales pros and meet organizational needs. As employers are formulating their plans, they have d...
Why Some Sales Compensation Plans Work and Many Don’t!
David Johnston
When I was a lad, my parents drilled into me that “If a job is worth doing, it is worth doing well!”. This was usually followed by the cor...
Sales Compensation Risk Audit – It is Just Good Governance
David Johnston
Sales Compensation has developed a much higher profile within organizations in recent years as external factors and internal fiscal restraint have...
How do I calculate the rate of pay when commission based employees take time off?
The Canadian Professional Sales Association
Within the Employment Standards Act, it is stated that employees are entitled to take time off for annual vacation and to be paid vacation pay. There...
An employee who earns commission is leaving the company. How do we handle commission payments that are still outstanding?
The Canadian Professional Sales Association
When starting a new position, you and the company in question will outline a detailed written agreement that summarizes the basis in which you will e...
Government Funding Available for CPSA’s Sales Training
The Canadian Professional Sales Association
In 2014, the Government of Canada began an annual investment of over $192 million into a new employer-driven initiative, called the Canada Job Grant....
What is the difference between direct, indirect and non-financial compensation?
The Canadian Professional Sales Association
By definition, compensation can be understood as total amount of the monetary and non-monetary reimbursement provided to an individual in return for ...
What are Temporary Total Benefits?
The Canadian Professional Sales Association
There are two types of temporary disability benefits: temporary total benefits and temporary partial benefits. What Are Temporary Total Benefits? Tem...
Is there an act in place that protects sales professionals from discrimination in compensation?
The Canadian Professional Sales Association
In Ontario, the Pay Equity Act is set in place to ensure that both men and women receive equal pay for performance in jobs that are of equal value. T...
What are the meal and vehicle rates used to calculate travel expenses in Canada?
The Canadian Professional Sales Association
Yearly rates will be available online in the following year. The rates for 2014 will be available on the Canada Revenue Agency’s website in 2015; the...
How does the court determine the difference between an employee and independent contractor?
The Canadian Professional Sales Association
The court would look at a number of factors to determine, as a whole, whether the employer has the level of control and direction over the individual...
Where can I find a lawyer who specializes in contract law?
The Canadian Professional Sales Association
The Canadian Law List is a free online directory of law firms, lawyers, judges, government departments and related legal services. You can search for...
Where can I find an accountant that specializes in handling small businesses and expenses for sales personnel?
The Canadian Professional Sales Association
The Certified General Accountants Association of Canada is the umbrella organization for all of the provincial associations. Each provincial associat...
What are the pros and cons to a lump sum payment or salary continuance upon employment termination?
The Canadian Professional Sales Association
Both options have respective advantages and disadvantages that vary from person-to-person and should be fully discussed with a financial planner and ...
What is the difference between a recoverable and non-recoverable draw?
The Canadian Professional Sales Association
A recoverable draw (also known as a draw against commission) is a set amount of money paid to the sales representative by the company at regular inte...
Is there somewhere I can find and compare individual airlines’ official policies for carry-on bag numbers and size limits for domestic and international flights?
The Canadian Professional Sales Association
Airlines continue to implement and change baggage fees, adding to the overall cost of air travel in their efforts to additional revenues. Keeping tra...
Are there any guidelines for gift-giving to salespeople?
The Canadian Professional Sales Association
Canada Customs and Revenue Agency has had a policy in place for a number of years outlining the requirements for employee gifts and their tax treatme...
Is there a central Canadian source for locating Request for Proposals (RFP) and formal tenders?
The Canadian Professional Sales Association
There are several websites and online services that house Requests for Proposals (RFPs), bids, Request for and tender information depending upon the ...
Is there a “right” time to sign an employment contract if you are a sales person?
The Canadian Professional Sales Association
Any valid contract, including an employment contract, requires the parties to give each other something in exchange for entering into the agreement. ...
Can I take a product that has been customized for one client and "sell" or offer it to another client in the same industry?
The Canadian Professional Sales Association
This is a really interesting and complicated issue as there are several factors and questions that need to be taken into consideration namely: ...
How do I prepare for a Revenue Canada audit of my business?
The Canadian Professional Sales Association
For the record, the Income Tax Act requires each person who carries on a business to keep complete books and records. Your records should be up-to-da...
Do "commission-only" sales compensation plans work?
The Canadian Professional Sales Association
Commission-only sales have been around for a long time and it is the primary method for compensating independent/manufacturer’s sales agents. Commiss...
Don’t Let Chance Control Your Finances
The Canadian Professional Sales Association
Did you know... Your Canadian government health care plan cannot extend to all medical situations outside of your province/territory of ...
What can I do if I was promised a letter of reference upon termination, but my employer never delivered?
The Canadian Professional Sales Association
Employers cannot be forced to provide a letter of reference, much less a subjective and positive letter of reference. However, particularly if...
If I leave my former employer, am I free to go join a competitor?
The Canadian Professional Sales Association
Yes. Provided you have not signed an enforceable covenant not to compete after you depart from your former employer, the law will support your right ...
Can an employer terminate a salesperson once the employer discovers that the salesperson has lied about their expenses?
The Canadian Professional Sales Association
The answer: it depends. Two decisions from Ontario are typical of how courts in other jurisdictions would deal with the question. In Cosman v....
Where can I determine which vehicle offers the best value for my money?
The Canadian Professional Sales Association
So you’re looking to get a new car. Do you go with the roomy sport utility vehicle that will haul all your kids’ sports equipment, or do ...
I′ve been asked by a prospective employer to take an online assessment. Am I entitled to receive the results?
The Canadian Professional Sales Association
The employer′s goal in the hiring process is to select those candidates who possess the knowledge, skills and abilities or other attributes and...
As a sales rep, can I include the number of kilometres I drive from my home office (my employer has signed a T2200 form) to my company headquarters as business mileage if I′m using a company-supplied vehicle?
The Canadian Professional Sales Association
The answer is no. According to Revenue Canada, any location at or from which the employee regularly reports for work or performs the duties of employ...
What are peak-day surcharges and why do the airlines charge them?
The Canadian Professional Sales Association
Peak-day surcharges are one of the fastest-growing but least-noticed weapons in the domestic airlines′ arsenal of "ancillary revenue" sources. ...
Are sales commissions included in calculating Employment Insurance (EI) benefits?
The Canadian Professional Sales Association
The short answer to this question is yes. When applying for Employment Insurance benefits, you need to supply a Record of Employment (ROE) from your ...
Should Sales People be Using a Company Car or a Driver-Owned one?
Julie Charles
Government Announces 2014 Automobile Deduction Limits and Expense Benefit Rates for Business Should your travellers get the keys to a company car or ...
As an independent sales rep paid on a commission basis, does my company have to pay me the HST on my commission rate?
The Canadian Professional Sales Association
According to the Canada Revenue Sales Agency (CRA), as an independent sales representative (someone who is not an employee of the company) can charge...
Should I sign a contract?
The Canadian Professional Sales Association
We recommend that agents and sales representatives have a written contract with their principals and employers. No oral agreement provides as much pr...
Can I sue my California-based principal for damages if he has reduced my commission rate and then after when I agreed to the revised terms, he terminated the relationship? I am based in Quebec.
The Canadian Professional Sales Association
Jerry Leth, Membership Director for the Manufacturer′s Agents National Association (MANA) in the United States advises foreign independent sale...
What kinds of vehicle cost reimbursement programs exist, and which should I use for my sales team?
The Canadian Professional Sales Association
There are three options for reimbursement programs: 1. Fixed rate only This option is administered as a flat monthly payment, but it&rsq...
How do I answer the salary expectation question in an interview to my best advantage?
The Canadian Professional Sales Association
When an interviewer asks you what your salary expectation is, it can be cause for some anxiety. If you say a value that’s too low, you may lose money...
Can I apply for Employment Insurance (EI) if I am self-employed?
Canadian Professional Sales Association
Up until recently, only those who worked under a company could claim Employment Insurance (EI). The Government of Canada has recently amended this be...
What kind of tax breaks exist for small businesses?
The Canadian Professional Sales Association
The government of has implemented several tax credits that businesses can potentially claim in order to help fuel ’s job and business growth....
Tips for Writing the Offer of Employment to Sales Candidates
Canadian Professional Sales Association (CPSA)
After much effort, thought and evaluation, you have arrived at a decision about the candidate(s) that you want to hire. Now you must find out if the ...
Independent Sales Representatives and the GST: Conditions for Zero-rating
Charlie Eansor
Conditions for Zero-rating Expressed in language everyone understands, a sales representative service is zero-rated where it is provided to client ou...
Independent Sales Representatives and the GST: To Tax or Not to Tax
Charlie Eansor
The Canadian Professional Sales Association turned to Charlie Eansor, Executive Director of Commodity Tax at Ernst and Young who prepared this respon...
Independent Sales Agent or Employee: Do you Know Your Status?
Canadian Professional Sales Association (CPSA)
In any discussion of the legal arrangements between a company and a salesperson, it is important to determine whether or not the individual is an emp...
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