SALES REWARD

Defining the specific responsibilities and expectations of sales team members, including how they work together, is paramount. Clarity in role definitions ensures that salespeople know their objectives and how they contribute to the organisation's goals.

Determining which individuals or teams fall within the scope of the incentive plan. Clear delineation is essential to avoid confusion and ensure equitable compensation.

Delving into the incentive plan's mechanics, including the establishment of thresholds, pay curves, commission tiers and accelerators, which will impact how salespeople are rewarded.

Establishing the frequency and timing of incentive payouts. The timing of these rewards can influence salespeople's motivation and focus.

Creating clear and transparent rules within the incentive plan, such as dependencies between various performance indicators or conditions that trigger specific incentives.

Special Performance Incentive Funds or "SPIFFs" are short-term incentives designed to motivate salespeople to achieve specific goals or promote particular products or services.

Employing gamification elements within the incentive plan, such as competitive league tables, to foster a sense of competition and motivation among the sales team.

Assessing sales incentive plan performance and the impact of any plan changes, including the payout impact on individuals and the overall cost impact for the business.

MCR were engaged by our market leading client in this sector to lead and deliver a sales incentives review and redesign project, covering more than 30 countries.