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
Core Principle
Incentive systems must be measured against financial return, not just behavioral output.
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.
Design Philosophy
High-performing incentive systems balance motivation, simplicity, and financial discipline.
Our approach includes:
- Benchmarking plans against market standards
- Determining optimal on-target variable (OTV) and on-target earnings (OTE) bandwidths
- Designing payout curves (variables vs targets, thresholds, caps, accelerators)
- Tailoring commission structures for multi-product environments
- Defining payout frequency and true-up mechanisms
- Ensuring accurate crediting for 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
- Yearly quota optimization process per team member
- Alignment of MBOs with OKRs and strategic goals
- Integration of company, team, and individual KPIs
Investment ROI
Financial Discipline Lens
Incentives must be evaluated as an investment system, not a cost center.
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 support:
- Budget allocation across teams
- Assessment of growth potential per segment
- Execution planning and implementation strategy
- Communication strategy development
- Process enhancements and change management
- Project Management Office (PMO) setup
