Services - TopLine Sales

Sales Compensation Audit & Plan Design

Audit your company’s compensation structure and design a plan to drive sales.

Our Sales Compensation Services

Effective sales compensation drives results, motivates teams and aligns incentives with your business goals. We audit existing plans and design customized compensation structures to enhance sales performance and support business growth.

Sales Compensation Audit

The Sales Compensation Plan Audit provides a detailed analysis of your existing structure, identifying areas for improvement and ensuring alignment with your company’s objectives. We offer actionable insights to optimize your practices, boosting sales productivity and employee engagement.

We review:

Sales strategy and business objectives
Organizational design, role definitions and deployment models
Sales performance against targets at the company, regional and territory levels
Competitiveness of total cash compensation based on market benchmarking
Data analysis of turnover, performance, earnings and sales effectiveness by tenure, territory, role, and product line
Governance practices
Plan documentation and policies
Payment and error resolution processes

We include:

Sales Compensation Design

We work with you to design customized compensation structures that meet your business needs. We will review all eligible roles, including sales management, and align sales compensation with your business objectives and sales strategy.

Our focus:

Total Cash Compensation

Conduct market benchmarking to position roles competitively and align with your company's compensation strategy.

Pay Mix

Determine the optimal balance between base and variable pay for each role.

Performance Measures

Identify optimal metrics to align sales roles with business priorities.

Pay Frequency

Set pay frequency to match sales cycle duration and selling environment.

Earning Potential

Set minimum performance thresholds and overachievement accelerators to meet and exceed sales targets.

Plan Documentation

Develop clear, user-friendly documentation outlining how sales compensation is earned.

Calculators

Provide customized calculators enabling sales employees to model their sales performance and earning potential.

Change Management

Develop launch materials, key messaging and speaker notes to support organizational transitions.

Payment & Governance Processes

Ensure that sales compensation is managed in an open, fair and transparent manner, and complies with relevant legislation and company policies.

SPIFs & Contests

Support product launches and other tactical initiatives with short-term incentive programs.

Recognition Programs

Celebrate top achievers through tailored awards and incentives (e.g., President’s Club).