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Sales Compensation Design Services
Customized sales compensation structures that drive performance.

Sales Compensation Design Services

Our Sales Compensation Design services help businesses create effective incentive plans and sales compensation structures that align with strategic objectives, motivate salespeople, and drive performance. As trusted sales compensation consultants, we collaborate with clients to develop customized solutions tailored to their unique sales environment.

What We Offer 

On-Target Earnings (OTE)

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

Pay Mix

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

Performance Metrics

Identify the best metrics to align sales roles with business objectives.

Pay Frequency

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

Earning Potential

Define 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 that enable sales employees to model their sales performance and earning potential.

Change Management

Develop launch materials, key messaging and speaker notes to support transformational change.

Coins

Payment Processes

Work closely with key stakeholders to develop stable payment processes, employee statements, and support for timely error resolution.

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).

Governance

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

Frequently Asked Questions

Many companies lack a dedicated subject-matter expert in sales compensation, and instead share the responsibilities among Sales, HR, Finance and Sales Ops. A sales compensation consultant brings focused, deep expertise in incentive strategy and plan design. They help ensure your compensation structure is competitive, aligned with business objectives, and consistent with industry best practices.
We begin by analyzing your sales strategy, business objectives, and total rewards strategy. Then we design sales compensation plans that reinforce desired behaviors and outcomes, such as revenue growth, customer retention, or product mix.
Our sales compensation frameworks are built with flexibility in mind. We provide guidance on how to adjust performance metrics, pay mix, and incentive components to reflect evolving business priorities.
Sales incentive plans motivate sales teams by linking earnings to specific performance metrics such as new sales, renewals, or cross-sell targets. Well-designed plans drive focus, accountability, and results.
Yes. We tailor incentive plans to fit the unique responsibilities and performance expectations of each eligible sales role.
Sales compensation structures can include a wide range of roles such as sales representatives, account managers, sales leadership, sales engineers, as well as roles in business development, and customer care. Which roles are enrolled is influenced by sales strategy, total rewards practices, and company culture.
Absolutely. We have experience designing sales compensation plans for both business-to-business and business-to-consumer environments, ensuring relevance and effectiveness across different sales models.
Yes, sales compensation plans should be tailored to match the duration and nature of your sales cycles. This includes adjusting pay frequency, performance thresholds, and accelerators to suit your selling environment.
We create clear, user-friendly documentation and customized pay out calculators.  We also provide launch materials, messaging, and speaker notes to support effective communication and transformational change management across your organization.