“The comp plan is the caboose, not the engine,” says Doug Holland, director of human resources and compensation for Manpower Group North America, a global workforce solutions company. “Compensation should never be driving the strategy. The strategy drives the compensation.”
Too many companies get that wrong, however. We’ve created a quick report card to help you see how well your sales compensation plan drives the correct behaviors. Fill out the report card and receive a grade for each of the five categories: C-Level Goals & Sales Roles; Framing the Plan; Linking Pay and Performance; Aligning Team and Financials; and Operating for Results.
Select the grade that most closely represents your organization’s performance in each area. Once you are done, have each of your team members do the same, and compare results and potential actions.
Let us know your thoughts.