Utilizing Incentives to Build Market Leadership
Our goal is to guide the development of sales plans that will give your organization a competitive advantage and drive the achievement of desired top-line revenues and bottom-line profitability. By engaging with us your organization will realize the following benefits:
- Aligning Compensation Plans with Your Sales Strategy
- Focusing Your Sellers on What is Important to Your Business
- Creating the Right Pay Mix for Sales Results
- Building Commitment to Change
- Addressing Legacy Plans
- Simplifying Unique Sales Situations
Solution Details
We work collaboratively with our clients, blending our expertise with your team to develop the right sales compensation plans for your business.
What the Wilson Group offers:
Sales Plan Effectiveness Analysis: We perform a sales plan performance analysis and gather sales force feedback to assess plan effectiveness and identify potential issues with current sales compensation programs. This allows us to deliver the latest thinking and insights on what makes sales compensation plans work and how to manage them to create intended value.
Market Compensation Assessment: We conduct a market compensation assessment of your sales roles examining market base salaries, incentive targets and leverage, total cash compensation and the mix base and incentive. This will provide the insights needed to confirm your compensation philosophy.
Plan Design and Modeling: We design sales incentives that align your sales strategy and desired seller behaviors into easy-to-understand commission and bonus plans. We ensure that the payouts are meaningful and affordable using models to assess the financial impact of compensation costs and impact to employees compared to current incentive plan.
Sales Recognition Program Design: We design sales recognition programs, such as SPIFFS and President’s Clubs, that provide meaningful rewards for achievement and drive additional desired behaviors. This reinforces your sales incentive plan design and helps focus your sellers on what is important to your business.
Sales Plan Documentation, Illustrations, and Tools: We create communications, calculators, and compensation plan statements that ensure full understanding of the models and tools being implemented across the sales organization. This comprehensive approach includes the development of presentations for executives, management, and sellers, facilitating successful implementation. We also can support the identification and transition to sales incentive software.
We know what makes sales compensation plans effective, when to apply strategic elements and features, and how to manage these programs so they create their intended value.