A well designed sales compensation plan is mission-critical. ICR’s corporate experience, continual client interaction and ongoing survey processes in multiple industries helps us stay ahead of the curve in recommending innovative and effective compensation strategies to maximize sales force effectiveness.

We work closely with each client to optimize sales compensation plans, including such steps as:

• Determine the intended purpose of the plan. Which sales positions will be eligible for various incentives?
• Establish the company’s pay philosophy for sales jobs, relative to other functions in the company. Key questions include: How much pay should be at risk? What is the desired base/incentive split? How accurate is goal setting and territory assignment?
• Determine what type of plan will best address the sales objectives. Possibilities include commission, “goal performance”, bonus, and others.
• Establish the success factors to be used in the plan. How are these factors measured, tracked, and weighted?
• Assist in establishing payout awards, such as minimum performance thresholds, target awards at 100% achievement, and over-goal accelerators.
• Develop modeling and costing of proposed plan, and provide transition analysis of incumbents between old and new plans.
• Develop of plan documents and other communication and rollout strategies.