Process to help you build competitive sales compensation plans

One reason you get such good results with CompensationMaster is that we use a best-practices process developed over the past 20 years.

This methodology for systematizing your compensation structure allows you to stay in control.

You can predict what your results will be ahead of time – with a high degree of reliability – because CompensationMaster's business modeling software is extraordinarily accurate.

You can manage the process with confidence because you know that when you use this approach to designing and implementing your sales compensation system, you will achieve the predicted results.

Phase 1 – Needs

We do focus groups with sales associates, team leaders and managers to identify the wants and needs of your sales force. We also do an online survey for all salespeople, which helps ensure that we receive feedback from everyone, even those who may not be able to participate in focus group sessions.

We listen for specific causes of pain or strength in your organization and look for common themes across sales associates and offices. We can then address these pain points as we build your new solution and ensure that we support areas of strength. We write up the interviews, highlighting important themes, and present our findings to your executive team.

Phase 2 – Financial

We collect and analyze your financial data, creating an audited and defendable model of your business upon which compensation plans can be built. We normalize trends, identify areas of weakness or unfairness, and summarize opportunities for improvement.

Phase 3 – Solve

We use the financial model to build competitive, attractive, and motivating sales compensation plan options for your company that address as many as possible of the sales associate issues that were identified during the Needs phase. We present those options to your team for discussion, so you can arrive at your own solution.

Then we test those options for feasibility against profitability goals and competitive offerings, and make adjustments as needed. Once we have a solution, we develop a plan for introducing the new compensation structures to your sales force.

Phase 4 – Rollout

We provide training to your management team and support managers throughout the rollout process, providing a framework and tools so managers know how to clearly transition sales associates to the new plans with the maximum adoption rate.

One-on-one training with each manager helps ensure that everyone understands the new solution and concepts. We also help your managers present the new solution to each office in a large group, then host dialogue and FAQ sessions with small groups.

We can provide additional support if desired, including assistance with recruiting meetings, top producers, teams and other groups. We remain available to assist you with any implementation issues that occur during the period of time after the plans are introduced.

After Your Rollout

You can take advantage of several packages that help you measure and report on your results, keep your plans up-to-date, and ensure that your managers and team are getting the most out of the new compensation structure. Read about post-implementation offerings...