Sales compensation has long been treated as an administrative business process centered around calculating commissions and checking for payout accuracy. Incentive plans were created...
Category: Incentive Plans
Traditional incentive governance still takes place on spreadsheets every year with plan approval workflows and wait until problems occur to fix them. Finance approves...
Sales compensation programs have changed as the workforce evolved. Legacy plans were created at a time when long-term career prospects, financial incentives, and annual...
Almost every organization knows that incentive plans should never be set-and-forget initiatives. Once deployed, compensation teams continually analyze performance, review attainment trends, and assess...
Sales compensation programs have historically been built around a philosophy of standardization. Organizations established set incentive plans for a given role. These plans carried...
Most organizations spend months analyzing and re-designing their incentive plans. Finance teams spend weeks validating budgets, Sales leadership revises quotas, HR reviews governance, and...