Incentive Compensation Management

Buyers Guide

Executive Summary

Incentive Compensation Management

For almost 20 years, the annual planning exercise at most enterprises has included determining how the sales organization will address the coming year’s incentive plans. The practice of designing and developing plans as well as crediting sales and computing compensation is known as Incentive Compensation Management. Distinct from more typical forms of remuneration based on annual reviews, this payment is the primary compensation for sales teams, where commissions are based on the sales for which they were responsible.

Simple notions of a percentage of sales paid as commission have expanded to include more complex ideas of thr

 
 

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