We enhance your salesforce performance through meticulously designed incentive plans. By examining historical payouts and their correlation with team performance, we lay the foundation for crafting plans that truly motivate and resonate. Our focus is on creating incentives with precisely calibrated values, targets, thresholds, and kickers, all aligned with expected ROI and budget considerations.
REWARDXT™ – Reward Effectiveness Index
Our proprietary Reward Effectiveness Index evaluates the effectiveness of current sales compensation structures against ROI benchmarks and aligns incentive mechanics with your strategic product focus, profitability goals, and growth metrics. It enables data-backed decisions and prioritization of the incentive levers that drive the greatest impact.
Incentives Structure Design
We begin by conducting a thorough analysis of your historical incentive plan performance, evaluating past payout data, and assessing the overall effectiveness of existing processes. Our approach extends to benchmarking your plans against market standards, determining optimal on-target variable (OTV) and on-target earnings (OTE) bandwidths. We meticulously design the payout curve, considering variables versus targets, thresholds, caps, and potential accelerators. For businesses with multiple products, we tailor commission structures accordingly. We also address payout frequency, implement true-up mechanisms, and ensure accurate crediting to provide transparency and fairness.
MBOs and Quotas
We develop a comprehensive framework for management by objectives (MBOs) and quotas, incorporating both quantitative and qualitative key performance indicators (KPIs) aligned with company, team, and individual objectives. Our approach includes individual potential-based quota setting, a yearly process that ensures quotas are optimized for each team member. We work with you to establish MBOs and objectives and key results (OKRs) that drive your business’s growth and align with your overall strategy.
Investment ROI
Our focus on investment ROI ensures that your incentives structure delivers tangible returns. We develop a financial model accounting for ROI, including factors such as churn, training, and performance improvement. We assist in budget allocation, helping you distribute resources across teams and assess their growth potential. Our approach includes an execution plan covering implementation strategy, communication strategies, process enhancements, change management, and the establishment of a project management office (PMO) to ensure successful execution of your incentive plans.
