As a sales rep, you have to reconcile the fact that you’re trying to make as much money as possible with the fact that you can only make a finite amount of sales in a given quarter. The sky isn’t the limit — but however far the best of your abilities can take you is.
But in some cases, the money your company allows you to make stops short of your full potential. Some businesses impose a cap on commission — a strict limit on what you’re allowed to earn. Generally, that’s not the way to go.
Here, we’ll learn about the benefits of uncapped commission, some insight into why some companies might not be interested in it, and the pitfalls of including the term in job listings.
A cap on commission might mean a cap on effort. That’s why uncapped commission can be a powerful incentive for sales reps to exceed expectations. If a sales rep’s commission is capped at $50,000 for $500,000 worth of sales in a quarter, what incentive do they have to try to go beyond that?
Many salespeople won’t be receptive to a pat on the back, and a trophy that doesn’t come with some sort of tangible incentive might not be enough to set your highest performing reps on the right track. A financial reward is often the most powerful motivator for reps — leaving commission uncapped can provide just that.
In many cases, uncapped commission is a given. Several — if not most — companies don’t put a lid on how much an exceptional rep can earn for going above and beyond. Businesses should want the most out of their reps, and you won’t get that by imposing hardline restrictions on compensation.
Why would a company want to cap commission?
It wants to avoid overpaying its reps.
That’s probably the bluntest, most obvious answer to that question. Companies often want to look out for what they believe to be their most immediate financial interests. In many cases, they want to be able to present definitive budgets and save money. But that strategy often backfires.
A sales rep who closes a massive deal only to find out they’re going to receive a fraction of the commission it warrants is going to be disappointed. They will be less interested in giving the necessary effort to bring in as much business as they can.
That loss of initiative often means less revenue from and lowered morale within a sales org, so it’s fair to say that capping commission is often counterintuitive and unproductive.
Why You Should Avoid “Uncapped Commission” in Job Descriptions
Job seekers should be wary of any job description that touts uncapped commission as a major selling point. In a lot of cases, that could very well be a big-time red flag. Uncapped commission is often an implied benefit for most sales positions — it’s almost always a given.
Advertising uncapped commission is like bragging about providing salespeople with a company computer and an office with Wifi access. Sure, it’s important to have, and a sales role would be tougher without it, but it doesn’t look particularly impressive to prospective candidates.
For businesses in the hiring process, putting “uncapped commission” on your job listing can make you look cheap and spammy. It might lead candidates to believe they’ll be underpaid — that you’re unwilling to state what a sales rep at your company can actually expect to earn.
Instead, your job descriptions should be straightforward and honest. Detail factors like the types of insurance your company can provide, the amount of PTO candidates can expect to see, other financial incentives like tuition reimbursements and commuter benefits, and any other meaningful incentives that you feel your potential hires should know about.
As far as mentioning compensation, be frank with candidates. Give them a picture of the pay structure you intend to offer them, like “base plus commission.” And consider giving them a picture of their on-target earnings — the average amount of money they can expect to earn from their base salary coupled with a realistic figure of their potential commission.
Capping commission can mean putting a lid on sales reps’ effort. In most cases, salespeople will be less inclined to pursue that extra deal or push themselves that much further if they know they won’t be appropriately paid for it. If you’re a sales leader interested in getting the most out of your reps, it’s in your best interest to leave commission uncapped.
Uncapped commission generally means uncapped effort. If you want that kind of commitment out of your team, don’t restrict that element of their compensation.
Original Source: blog.hubspot.com
Launched in 2014, StoryBites is a weekly feature from YourStory, featuring notable quotable quotes in our recent articles. Share these gems and insights from the TechSparks speakers with your colleagues and networks, and check back to the original articles for more insights.
In Part IV of our special collection of quotes from YourStory’s TechSparks 2020 coverage, we present insights on the roles and responsibilities of founders (see Part II and Part III) as well). Check out our earlier quotes compilations from conference editions in 2019, 2018, 2017, 2016, 2015, and 2014.
See also our compilation of quotes from the top Tech30 startup founders of 2020, and profiles of the Tech30 startups over the years: 2020, 2019, 2018, 2017, 2016, 2015, 2014, 2013, 2012, and 2011.
When you become the first to break the code, you also become the reference. – Chef Vikas Khanna
When you’re category-defining, you’ve to see if you’re helping shape an ecosystem. – Shailendra Singh, Sequoia Capital
We have to develop knowledge, and humility is absolutely essential for that. – Sridhar Vembu, Zoho
Clarity of thought is as important or even more important than performance today – and it has to be well articulated too. – Anu Hariharan, Y Combinator
A lot of tech entrepreneurs get so involved in algorithms and science…it is all very important, but we need to focus on what you present to the world. – Rajashree R, TCS
The narrative strikes a chord on the other side. It has to come from the heart and has to mix with the substance of your business plan effortlessly – so that it becomes a part of you. – Anup Jain, Orios Venture Partners
Good startup founders are good storytellers. Unless you have a good story, you won’t be able to pique any interests. – Saurabh Jain, Paytm
If you look at companies with the best culture in the world, they have a history of treating their employees the same way as their customers. – Anoop Suresh, Springworks
[WATCH] I have never silenced my conscience to fit in: Sushmita Sen on making unapologetic choices
Although the number of women-founded and co-founded startups are on the increase, investors are still sceptical about investing in women tech entrepreneurs. – Nikhil Rungta, Verizon Media
Success is common, but enduring success that can last for decades is rare. – Shailendra Singh, Sequoia Capital
Brand strategy IS business strategy because it involves purpose, company culture, brand behaviour, and experience design. – Mohit Jayal, Motherland Joint Ventures
You will doubt yourself, you will doubt your abilities, and you will doubt your decisions and actions. But it's important to persevere and not lose sight of your dreams. – Sonu Sood, actor and humanitarian
Be very brave. Do not compromise on vision. – PB Venugopal, Lexus India
You go through a lot of ups and downs and you really need someone who can be a friend, not just a business partner. – Vibhore Goyal, CoCubes
The more you chase a money goal, the more the goal post keeps shifting. You are always in an unsatisfied zone. – Nithin Kamath, Zerodha
Founders need to keep the board and investors aligned, and then be honest with themselves as this requires both short term and long term goals. – Shweta Bhatia, Eight Roads Ventures India
Be in the driver seat of your own life and not let anyone else drive the direction of your life. – Aaksha Meghawat, Apple
The last-mile human touch always helps. People giving their time, knowledge, and energy…passion matters. – Suniel Shetty
You can’t have strategy doing the work all the time. You've to let the odds and serendipity take over sometimes. – Shailendra Singh, Sequoia Capital
COVID-19 has been the mother of all wake-up calls. – Sarbvir Singh, PolicyBazaar
We are all not in the same boat, but we’re all in the same storm. – Suniel Shetty
The post-pandemic business environment will be one represented by growing geopolitical complexity, a more polarised society, and the chance for backlash if the popular sentiment is hurt. – Madan Bahal, Adfactors PR
Meet the man who stands by the Godavari to prevent people from polluting the river
The most enduring companies gain dominance because of their unique understanding of market asymmetry or inflection point. – Pieter Kemps, Sequoia Capital India
High winds doesn’t make great sailors, light wind sailing makes great sailors…they equalise everything. – Ashish Hemrajani, BookMyShow
We need to slowly start changing complainers to entrepreneurs…because complainers will have problems and can be problem solvers. – Gururaj ‘Desh’ Deshpande
The best time to do something new is today. – FM Nirmala Sitharaman
The system makes it extremely hard for young entrepreneurs to succeed. If, as a country, we keep ridiculing risk-takers, we will always be a nation of job seekers. – Kunal Shah, CRED
The day you think there is no scope for improvement, the game is over. – Byju Raveendran
India has a valuable talent pool, and this is a very powerful mechanism to create opportunities within India and develop products of value for the world. – Karan Bajaj, WhiteHat Jr.
The VC with the 35X exit: Lightspeed’s Bejul Somaia on playing the long game and the India opportunity
Stressed your cup is half-empty not full? Remember you always need to stay grateful. – Tahira Kashyap Khurrana, ‘The 12 Commandments of Being a Woman’
You deal with the world the way it is, not the way you wish it was. This is where you develop character. – John Chambers, JC2
We must ask ourselves, can we make a difference? Can we be innovative and creative and not just look at the money value of what we've done but the contribution it has made to our humanity and our human population in India? – Ratan Tata
YourStory has also published the pocketbook ‘Proverbs and Quotes for Entrepreneurs: A World of Inspiration for Startups’ as a creative and motivational guide for innovators (downloadable as apps here: Apple, Android).
Edited by Suman Singh
Original Source: yourstory.com
Twice each year, every U.S. state except Hawaii and Arizona transition from daylight saving time (DST) to standard time and back again.1 Yet, the research is quite clear that meddling with time, and therefore sleep, has negative effects on your health.
DST was first introduced in 1918 when it was called “fast time.”2 The law was signed by the president to support the war effort. It followed a similar initiative in Germany that went into effect in 1916.3 After the war ended, the law was repealed and then reinstated during World War II.4 Three weeks after World War II ended, the law was again repealed.
By 1963, Time magazine called the resulting state of confusion a “chaos of clocks.”5 Nearly 20 years after the end of World War II, DST was restored under the Uniform Time Act.6 This standardized when DST would begin and end, and gave states the option to stay on standard time year-round.
In 1973, Congress determined DST should be observed all year, but this was again changed in 1974 when the clocks were moved forward in the spring and fell back an hour in the fall.7 In 1986 the time officially changed at 2 a.m. on the first Sunday in April and the last Sunday in October.
The date in the fall changed in 2005 to the first Sunday in November in response to lobbying from the golf, barbecue and candy companies, which wanted more daylight during the evening hours to accommodate Halloween night and the traditional passing of sugar treats.8 The current dates and times have remained unchanged since 2007.
Long-Term Health Effects of Daylight Saving Time
Part of the risk posed by DST is that it can shrink the average amount of sleep an adult gets by up to 20 minutes during transitions.9 Chronic sleep disruption contributes to a rising number of people who are obese.10 Dr. Chris Winter, author of “The Sleep Solution: Why Your Sleep Is Broken and How to Fix It,” explains how sleep is an integral part of your eating patterns by affecting the hormones ghrelin and leptin:11
“Appetite in general is often not the body requesting food; it’s the body anticipating food. When your body knows you eat lunch around 12:30 p.m. or so every day, it anticipates and prepares for the meal.
These two hormones are intimately associated with sleep, which is part of why when we’re not sleeping well, we tend to overeat. It’s a tight hormonal balance and daylight-saving shifts can absolutely throw it off.”
A lack of sleep may also raise the risk you can experience a fatal accident. Dr. Beth Ann Malow from Vanderbilt University Medical Center and colleagues published a commentary reviewing large epidemiological studies that document these negative health effects.12 Malow commented on their findings:13
“People think the one-hour transition is no big deal, that they can get over this in a day, but what they don’t realize is their biological clock is out of sync. It’s not one hour twice a year. It’s a misalignment of our biologic clocks for eight months of the year.
When we talk about DST and the relationship to light, we are talking about profound impacts on the biological clock, which is a structure rooted in the brain. It impacts brain functions such as energy levels and alertness.”
Another team of researchers published an analysis of the effect daylight saving time has on a spectrum of diseases.14 They gathered data using a population-based, cross-sectional analysis from an insurance claim data set of over 129 million patients in the U.S. and Sweden.
They evaluated the effect shifting time by one hour twice each year had on hundreds of age- and sex-specific health conditions. Their data confirmed past research results that heart attacks,15 accidents,16 mental health concerns17 and immune-related diseases18 increase during the time shift.
The analysis also revealed several surprises. For instance, it showed an increase in substance abuse in men ages 41 to 60 near DST.19 They also found immune-related disorders that had not been associated in the past with daylight saving time occur more often in the first week following the spring DST shift.
The analyses revealed a higher number of complications during pregnancy and childbirth, and increases in renal failure.20
“To the best of our knowledge, we are the first to report the DST-related RRs [relative risk] of disorders involving the digestive system (such as noninfective enteritis and colitis), which rose three percent after the spring DST shift in females over 60 and six percent in males under ten.”
Your Suprachiasmatic Nucleus Is Involved
Your body runs on an internal clock known as your circadian rhythm. When you mess up this internal clock, your cells are exposed to an unusual amount of stress. Many of the health conditions attributed to the biannual time change are because these internal clocks are not easily reprogrammed and are synchronized to a 24-hour cycle of light and dark.21
Another system in the body responsible for regulating your internal clock is located in the hypothalamus and called the suprachiasmatic nucleus (SCN).22 It functions through hormonal and chemical signals to synchronize your internal clock, which in turn regulates your sleep-wake cycle and has an effect on the regulation of other physiological activities.
These activities include your core body temperature, neuroendocrine function, memory and psychomotor activity.23 The SCN is made up of multiple circadian oscillator neurons that function a little like a pacemaker.
Although your body uses several environmental cues to regulate your circadian rhythm, the most important is your exposure to light. Your SCN produces an electrical output using a specific rhythm in response to light.24 Aging and sleep deprivation will have a negative effect on the electrical amplitude of your SCN, which is essential for optimal behavioral and physiological mechanisms.
There’s growing evidence suggesting your SCN contributes to cognitive performance and overall health. When there’s a negative impact on this 24-hour rhythm it increases your risk for depression, sleep disorders, neurodegenerative disease and cancer.25
Since your SCN responds to light, disruption in light exposure can trigger negative health effects. As the Earth rotates, your body clock adjusts to light changes, including seasonal change.26
However, the sudden adjustments that come with time changes in the spring and fall are what researchers believe triggers the increased incidence of heart attack, stroke, traffic accidents and a higher number of injuries.
Fred Turek from Northwestern University directs the Center for Sleep and Circadian Biology and says this about a one-hour time change twice a year: “You might not think that a one-hour change is a lot. But it turns out that the master clock in our brain is pretty hard-wired.”27
Data Don’t Support Daylight Saving Time
One of the reasons given for keeping DST, despite strong evidence it has negative health effects, is the potential it may help save energy. However, as this short video demonstrates, while it may have originally reduced energy use in the early 1900s, the cost difference for a single-family in modern times is just $4 each year.
A second argument is that it offers people more sunlight after work to enjoy recreational activities. Theoretically, this may lead to more physical activity and better health. However, a study published in 2014,28 which gathered data from people living in Colorado, Utah, New Mexico and Arizona, found it did not make a difference in the amount of time outdoors, but had an effect on the types of activities.
They concluded, “… the potential for DST to serve as a broad-based intervention that encourages greater sports/recreation participation is not supported by this analysis.”
Financial losses are also felt in the stock market. An analysis published in the American Economic Review revealed each time the clocks changed there was an impact on the function of the financial markets.29 The scientists believe desynchronized sleep reasonably explained the effect on the market that was different from other Mondays on the two weekends when the time changes.
When a potential $4 savings in energy is compared against the loss of finances, productivity and rising health care costs from injuries and illness, it’s apparent moving the clocks in the spring and the fall is not an effective way of managing human and environmental resources.
Experts also disagree about how long it takes your body to recover from the time change. Till Roenneberg is a German chronobiologist who says his studies demonstrate your body’s circadian clock never adjusts during DST. In an interview with a reporter from National Geographic, he said:30
“The consequence of that is that the majority of the population has drastically decreased productivity, decreased quality of life, increasing susceptibility to illness, and is just plain tired. Light doesn’t do the same things to the body in the morning and the evening. More light in the morning would advance the body clock, and that would be good. But more light in the evening would even further delay the body clock.”
Europe Is Ditching DST in 2021
Many Europeans will soon not have to struggle with a biannual time change. March 26, 2019, the European Parliament voted to end DST in 2021.31 The Guardian reported that member states will be allowed to “choose whether to remain on ‘permanent summer’ or ‘permanent winter’ time under the draft directive.”32
Europeans call DST “summertime” and standard time is “wintertime.” This means countries that opted to remain permanently on summertime will make their final adjustments in March 2021. Countries that decide to remain on permanent wintertime will change their clocks for the last time in October 2021.
As more published data establish the negative effects on health, finances and productivity, the tide is beginning to turn in the U.S. with state bills introduced each year that propose changes to DST.33
Tips to Transition When the Clock ‘Falls Back’
Until DST is either repealed or remains in place year-round, you’ll have to make changes to your sleep schedule twice a year. In this short video I share several strategies to help you fall asleep and to improve the quality of your sleep.
Small shifts in your circadian timing are happening all year since many ignore their body’s internal clock, either by necessity to accommodate their work schedule or by choice.
Pushing the limit of your body clock by getting up early and staying up late may not be worth it when it comes to your long-term health. University of Alabama associate professor Martin Young has suggested several natural strategies to help resync your body after a time change, including:34
Wake up 30 minutes earlier on Saturday and Sunday, to minimize the impact of getting up earlier on Monday morning
Go outside in the sunlight in the early morning
Exercise in the mornings over the weekend, in keeping with your overall level of health and fitness
Consider setting your clock ahead on Friday evening, allowing an extra day to adjust over the weekend
I would also add to these recommendations the suggestions from the video above and the following:
Practice good sleep hygiene, including sleeping in complete darkness, checking your bedroom for electromagnetic fields and keeping your bedroom temperature cool enough for optimal sleep. For a full report about how to maximize the quality of your sleep, see “Sleep — Why You Need It and 50 Ways to Improve It.”
Optimize your vitamin D level to support your immune function, which is especially important during cold and flu season.
Manage your stress with whatever stress-busting techniques work for you. Consider using yoga, exercise, meditation or Emotional Freedom Techniques.
Eat dinner earlier and pay attention to your diet, making sure you are consuming plenty of fresh, whole foods, preferably organic, and minimal amounts of processed foods and fast foods; keep your sugar consumption low, especially fructose. I invite you to review our optimized nutrition plan to help you develop an eating plan that supports your overall health.
Consider encouraging your legislature to change DST by signing a petition to your congresspersons or getting involved in your state to pass a resolution.
Original Source: articles.mercola.com
Reaching your twenties is an exciting milestone for most as it means you’ve officially entered adulthood. Along with that milestone comes new responsibilities and worries that we didn’t picture when our teenage selves dreamed of turning 21. We imagined our college graduation, moving into our first apartment, and launching our new career. That vision didn’t include dealing with student loan debt, taking on a low paying entry-level job, or having to confront that despite spending 4 years in college, you’re still unsure how the world of personal finance actually works.
It’s easy to dismiss it all because well you’re a 20 something, and you’ll have plenty of time to play catch up. The reality is that each decade plays an important role in our future financial health. Take the time now to learn about your money and follow the money moves outlined below to put yourself on a path of lifelong financial success and eventual freedom.
Money Moves to Make in Your 20’s:
Learn How To Budget
Building a budget doesn’t have to be overly complicated or time-consuming. It’s actually the first step in putting yourself in control of your finances because it means you know where your money goes each month. The good news is that there are lots of apps and online tools that can make the process a breeze. Consider a system like Mint that will connect to your accounts and automatically categorize your spending for you. The right budgeting tool is simply the one you’ll stick with long term.
Pay Off Debt
Debt isn’t all bad. It may be the reason you were able to earn your degree, and a mortgage may help you one day buy a home. It can also quickly overrun your life if you aren’t careful. Now’s the perfect time before life gets more hectic with family commitments to buckle down and tackle any loans or credit card balances so you can be debt-free going into your 30’s.
Build a Cash Cushion
The financial downturn caused by the pandemic has reminded the whole world of the importance of having an emergency fund. We don’t know what life is going to throw at us and having a cushion can help you navigate the uncertain times. Though it’s not all about having a secret stash of cash to deal with the bad news of life (medical bills, car repair, layoff), it can also be about having the cash to seize an exciting opportunity. Having savings gives you the freedom and security to deal with whatever life brings your way – good or bad.
Your credit score can dictate so much of your life. That little number can play a big role in the home you buy, the car you drive, and even the job you hold as some employers (especially in the finance world) will pull your credit. It’s important that you check your credit report and score (also available through Mint), learn how it’s calculated, and work to improve it.
Money Moves to Make in Your 30’s:
Invest For Retirement
Now that you’ve spent your 20’s building the foundation for your financial life, it’s time to make sure you’re also tackling the big picture goals like saving and investing for retirement. I typically recommend that clients save 10% to 15% of their annual income towards retirement. That may seem like an insurmountable goal, but starting small by saving even 1 to 3% of your salary can make a big difference in the future. Also, make sure to take advantage of any matching contributions that your employer may provide in your retirement plan. If, for example, they offer to match contributions up to 6%, I would try hard to work towards contributing at least 6%.
Buying Your First Home
Buying your first home is a top goal for many, but it also seems to be getting increasingly more difficult especially if you live in a major city. The most important steps you can take is to improve your credit score, pay down high-interest debt, and be aggressive about saving for a down payment. Saving 20% down will help you qualify for the best loan terms and interest rate, but there are still home loans available even if you aren’t able to save that much. Just be realistic with your budget and what you can afford. Don’t let a lender or real estate agent determine what payment will fit into your budget.
Be Covered Under These Must-Have Insurances
You’ve spent the last several years building your savings and growing your family. It’s now crucial that you have the proper insurance coverage in place to protect your assets and your loved ones. Life and disability insurance are top of the list. Life insurance doesn’t have to be expensive or complex. Get a quote for term-life that will last a set number of years and protect your partner and children during those crucial years that they depend on you. Disability insurance protects your income if you become sick or injured and are unable to work. Your earning ability is one of your biggest assets during this time, and you should protect it. This coverage may be offered through your employer, or you can request a quote for an individual policy.
Invest in Self-Care and Well Being
Mental health is part of self-care and wealth. Most people don’t talk about how financial stress and worry affect their overall health. When you can take care of yourself on all levels, you will feel healthier and wealthier, and happier. But it is not easy. It takes work, effort, awareness, and consciousness to learn how to detach the value in your bank account or financial account from your self-worth and value as a human being. When you feel emotional about your money, investments, or the stock market, learn ways to process them and take care of yourself by hiring licensed professionals and experts to help you.
Money Moves to Make in Your 40’s:
Revisit Your College Savings Goal
As your kids get older and prepare to enter their own journey into adulthood, paying for college is likely a major goal on your list. Consider opening a 529 plan (if you haven’t already) to save for their education. 529 plans offer tax advantages when it comes to saving for college. There are lots of online resources that can help you understand and pick the right plan for you. Visit https://www.savingforcollege.com. This is also a great time to make sure you’re talking to your kids about money. Give them the benefit of a financial education that you may not have had.
Get Aggressive with Retirement Planning
Your 40’s likely mark peak earning years. You’ll want to take advantage of your higher earnings to maximize your retirement savings especially if you weren’t able to save as much in your 20’s and 30’s. Revisit your retirement plan to crunch the numbers so you’ll be clear on what you need to save to reach your goal.
Build More Wealth
You’ve arrived at mid-life probably feeling younger than you are and wondering how the heck that big 4-0 got on your birthday cake. We typically associate being 20 with being free, but I think we’ve got it wrong. There is something incredibly freeing about the wisdom and self-assurance that comes with getting older. You’ve proved yourself. People see you as an adult. Your kids are getting older and your finances are more settled. Now’s the time to kick it up to the next level. Look for ways to build additional wealth. This may mean tapping into your entrepreneurial side to launch the business you’ve dreamed of or buying real estate to increase passive income. Now’s also a great time to find a trusted financial advisor who can help guide your next steps and help you plan the best ways to build your wealth.
Revisit Your Insurance Coverage
Insurance was crucial before, but it’s time to revisit your coverage and make sure you’re protected especially if you decide to launch a business or buy additional real estate. This is also where a financial advisor can help you analyze your coverage needs and find the policies that will work for you.
Consider Estate Planning
Estate planning (think wills, trusts, power of attorney) isn’t the most fun / exciting topic. It involves imagining your gone and creating a plan for the loved ones you leave behind. It is also often overlooked by adults in their younger years. It’s easy to assume estate planning is something the wealthy need to do. It really comes down to whether you want to decide how your life savings will be managed or if you want a court to decide. It’s also crucial for parents with children who are minors to select a guardian and have those uncomfortable conversations with their family members about who would care for the children if the worst were to happen. It’s also a good time to visit this topic with your own aging parents and make sure they have the proper documents and plans in place.
Whether you’re in your 20’s, 30’s or 40’s, it can be easy to put off planning your finances especially in the middle of a pandemic. Most of us are busy, and it’s easy to tell yourself that you’ll have time to work on a goal in the future. Commit to setting aside one hour each week or even each month to have a money date and review your finances. Don’t let yourself reach a milestone birthday (30, 40) and regret not being farther ahead. Follow these money moves now to seize control of your financial future.
The post Money Moves to Make in Your 20s, 30s, and 40s appeared first on MintLife Blog.
Original Source: blog.mint.com
May 2 is National Life Insurance Day, an observance that reminds Americans how proper planning now buys peace of mind in the future. Protect your loved ones with life insurance through AOAExcel®.
Original Source: aoa.org