Is your sales incentive plan hindering or harnessing business performance?
MCR’s sales incentive assessment methodology identifies and resolves design issues. A free initial diagnostic workshop with our sales incentive experts can kick-start your review.
Sales performance is one of several critical determinants of business performance and growth. Sales team effectiveness is itself subject to multiple drivers, one of which is the motivation of the sales team through its pay and incentives. If the sales incentive plan design is broken, this can hinder growth and put the business at a competitive disadvantage.
Our sales incentive experts have developed a tried and tested methodology of reviewing sales incentive schemes, diagnosing issues and designing a corrective roadmap. In our experience, if any of the following are relevant to your organisation, the greater the need to review your sales incentive design:
- Your organisation is large and/or international and sales incentive design varies because of historical M&A or decentralised management/responsibility for sales incentives;
- You’ve changed your business strategy and, as a result, need to change selling behaviours;
- Your sales incentive costs are not in line with business performance;
- You are experiencing high levels of turnover in your sales team;
- You are winning new customers, but losing existing customers;
- Your revenue and/or profits are not growing in line with expectations;
- Your top earners are not your top performers.
Our methodology is centred on a deep dive into the following 9 areas:
The outputs of our review are a clear and evidence-based assessment of the issues associated with your sales incentive plan design, generating ideas for improvement, as well as a roadmap for how to resolve these issues.
In order to demonstrate how a sales incentive effectiveness review could benefit your organisation, we are offering a free workshop with your team targeted at helping you to understand the issues with your current design. This workshop will be run by Jon Clark and Vicki Badham , our sales reward experts, and will involve a discussion with key stakeholders from Sales Leadership, HR, Reward and Finance on their perspectives of how well the sales incentive plan is working/not working. Using this information, we will share our insights to identify where the likely issues exist and potential options to address them.
Ahead of the workshop we will ask you to share your current plan designs and following the workshop we will generate a high-level report summarising our findings.
