Incentive Compensation is one the most important drivers for sales force productivity and effectiveness. Sales teams today continue to form a significant driver of a firm’s topline, and hence having an engaged sales force is critical for corporate success. Sales compensation is a significant line item in any firm’s budget, so achieving optimal return on this investment is a topic of keen interest. There are many areas in an incentive program that contribute to high impact.
Incentive compensation experts will readily attest to the fact that a well-designed incentive plan forms the bedrock of any successful high impact incentive compensation program. Hence careful time needs to be spent on designing an incentive plan, presenting the plan to the organization, and building buy-in and alignment. There are key guiding principles for designing and evaluating compensation plans. This paper outlines these key guiding principles and presents a robust design process.
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