Incentive Compensation (IC) is one the key drivers of sales force effectiveness. To properly administer a sales incentive program it is important to recognize that IC is a dynamic process that must regularly flex and adjust to marketplace and corporate challenges. As commercial operations teams adjust their plans to account for these conditions, they must also strike a balance to ensure their incentive plans remain relatively consistent. Ultimately minimizing disruption that would negatively impact field motivation.
In this white paper, we address the importance of IC Governance, its team make up, roles and responsibilities. We also go into the details of governing best practices towards plan administration along with the IC design process and key governance touch points.
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