Compensation Planning
The majority of global sales forces use incentive compensation to motivate sales people. Incentive plans directly impact the type of person who is attracted to the sales job and they influence the behaviors of sales people. 
Compensation Planning is focused on determining how much a company should pay its sales people, the mix of variable and fixed compensation, the performance payout relationships, and the performance measures incentive dollars are tied to.
World class sales incentive compensation plans accomplish the following items:
- Allows an organization to attract the best available talent
- Ensures a company retains its top performers
- Rewards for exceptional performance and under compensates for poor performance
- Aligns the sales force activities with the company’s strategic objectives