Keep a Balance
Typically, the tendency is to weigh too much of the incentive pay on financial measures. Instead, the best programs have a balance of several types of measures. For example, general managers may have the club’s bottom line (or EBITDA) as one measure and total club gross revenue as another. But they might have other factors that include the number of new joiners and the number of cancels or deletes or a net number of members that takes both into consideration. The measures for GMs ...
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