As we're all beginning to execute ourplans for 2010 - we know one thing for sure...
It will be a better year than 2009.

The economy is showing signs of a turnaround, and while the crisisisn't over yet most of us have moved on and are focused on what we need to do to grow our business.
We know you have a plan.

And we bet it's a good one.

But there's one thing you need to think about if you want that plan to work the way you hope it will...

Is chaos going to get in your way?

No matter how good your plan is, no matter how solid your business model is, if your systems aren't strong, your business isn't going to respond the way you need it to.

We're talking about your compensation systems in particular.

If yourbusiness is like most, you have an official compensation plan.

Maybe you have more than one, but there's still a system for compensating your sales force, and it supports your business model.

Or, it was originally designed to support your business model.

But if your business is like most, it's notas water-tight as it was when you designed it.
You made exceptions to keep your top people. You made exceptions to reward loyalty. You made exceptions when you really wanted to recruit someone.

If exceptions are pervasive through your company, it'spossible that the way you are compensating people bears little relation to what you intended. And just likeif you drill holes in a boat, those exceptions make itharder to steer your business in the direction you want.

So how bad is it?

We can tell you.

We use what we call a Chaos Chart to compare what you intended to pay to your sales force with what you actually paid.

We start by identifying the intended payout at each GCI level. We create a line by connecting the dots to show this level across the chart.

Then we enter a red dot showing what each sales force member was actually paid last year.

If the dots are close to the line, your company is in good shape: Your systems are working and people are being paid according to yourbusiness model.

If your dots are not liningup and in fact are spread across the chart, you're notpaying people according to your plan. Your compensation systems are not working the way you intended them to.

Curious about how your company looks?

Until February 28, 2010, we're offeringa Chaos Chart Analysis for just $300.

You need to send us your official compensation plan(s) plus actual payout for each member of your sales force. We'll produce a Chaos Chart for your business and presentthe results to you.

You'll gain a lot of insight into what's happening at your company - and a chartyou can use in management meetings to illustrate the problem to everyone.

Email at chaos@CompensationMaster.com or call +1 704-541-9695 to request your Chaos Chart.


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Coming up in the next issue: More Recruiting Tips

Chaos charts are particularly valuable in mergers andacquisitions. If your company has acquired or will be acquiring other firms, see how their results line up on a Chaos Chart. It will be helpful in recognizing which systems and parts of the business plan failed as you interview management and sales force members.

Read more about Chaos Charts in Real Trends:
How Close Are You to Chaos?

Want to hear what's new?

We are attending the following conferences in the next couple months - stop by ourbooth to find out if some of our new offerings might be right for your business.

Prudential Convention
March 7-9, 2010
Austin, TX

Leading Real Estate Companies of the World
March 9-11, 2010
Las Vegas, NV

Sotheby's Global
April 12-14, 2010
San Diego, CA

NAR MidYear
May 12-14, 2010
Washington, DC

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Comments orSuggestions?
Send them to e-letter@CompensationMaster.com or contact us at:

CompensationMaster LLC
10801 Johnston Road, Suite 208
Charlotte, NC 28226 USA
Phone +1 704-541-9695
+1 877-319-3300
Fax +1 704-541-0565
E-mail e-sales@CompensationMaster.com

CompensationMaster Corporation
2 Hobin Street
Ottawa, Ontario K2S 1C4 Canada
Phone +1 866-790-2600
Fax +1 704-731-0063
E-mail e-sales@CompensationMaster.com

CompensationMaster Oceania Pty Ltd
Level 6
69 Reservoir Street
Surry Hills, Sydney, NSW
Australia 2010
Phone +61 405 350 774
E-mail oceania@CompensationMaster.com