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Sales Compensation

Sales Compensation

Incentive plan design is context specific, dependant on what you’re selling, your sales strategy and the roles you have selling. It’s about the selling behaviour you need and the experience you want the customer to have. There are good design principles and examples to learn from, but ultimately its about what your business needs to motivate its sellers

Strategy Definition

Executive interviews to understand sales strategy, market challenge, the sales roles in the coverage model and the behaviours you want

Diagnostic Assessment

Review of your current plan structure and performance through stakeholder input, external benchmarking and statistical review

Design Principles

Workshop to define the principles to drive the design including accountability, measurability and transparency

Options Generation

Consideration of plan structural options including paymix, performance measures, payout structure and cycle, key rules

Stress Testing

Modelling to understand impact for plan affordability and individual performance levels. Consideration of targets/quotas and account/territory responsibilities

Effective Implementation

Support to draft plan rules and communications documentation

Executive interviews to understand sales strategy, market challenge, the sales roles in the coverage model and the behaviours you want

Review of your current plan structure and performance through stakeholder input, external benchmarking and statistical review

Workshop to define the principles to drive the design including accountability, measurability and transparency

Consideration of plan structural options including paymix, performance measures, payout structure and cycle, key rules

Modelling to understand impact for plan affordability and individual performance levels. Consideration of targets/quotas and account/territory responsibilities

Support to draft plan rules and communications documentation

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