Sales Compensation & Incentives advisory
Sales Compensation & Incentives
Design sales incentives that focus effort, reward performance and remain commercially sustainable.
Reward Associates helps organisations review sales pay mix, measures, mechanics and governance, supported by financial modelling and clear participant communication.
Sales Incentive Design
- Sales commission and sales incentives
- Base pay and incentive pay mix
- Target incentive opportunity
- Quotas and territories
- Performance measures and weightings
- Thresholds and accelerators
- Caps and decelerators
- Crediting rules
- Plan governance
- Participant communication
Modelling & Plan Effectiveness
Financial modelling
Cost of sales, payout curves, attainment distributions, performance scenarios, affordability, windfalls and risk.
Effectiveness review
Alignment to sales strategy, role differences, measure quality, quota setting, participant understanding, administration and governance.
From sales strategy to payout
Questions we answer
Should sales incentives be capped?
Caps can control risk but may weaken motivation once reached. The answer depends on revenue quality, margin, risk, quota calibration and the potential for windfall outcomes.
How many measures should a plan use?
Enough to reflect the role and protect business quality, but few enough for participants to understand what matters. Clear line of sight is essential.
Sales Compensation & Incentives support
Sales Compensation & Incentives works best when decisions are based on clear principles, reliable evidence and practical governance. We help organisations assess the current approach, model choices and trade-offs, agree a proportionate design and prepare stakeholders for consistent implementation. The work is tailored to the organisation’s strategy, workforce, risk profile and available budget, with clear outputs that can be maintained after the engagement.