Properly designed and managed, incentive compensation, including commissions, bonuses, and other variable compensation, provides direction and motivates salespeople to sell the right things at the right time to the right customers.
When sales organizations lack effective incentive compensation plans and efficient sales compensation management processes, the following symptoms exist:
compensation plans that are not aligned with organizational goals and strategy
frequent adjustments and exceptions, late or inaccurate payments, and high administrative costs due to use of manual, labor-intensive processes
payment errors and delays that lead to excessive turnover, lack of motivation, and frustration among salespeople
incentive compensation plans that do not drive desired sales force behaviors
lack of insight into the effectiveness of incentive compensation plans and the performance of the sales force
stagnant incentive compensation plans that are not able to adapt to changes in strategy or business conditions
These symptoms are indications of underlying problems with the design and management of the incentive compensation plans, including:
inability to easily implement and manage desired incentive compensation plans due to organizational constraints
inability to consistently and accurately process plan results
inability of salespeople to understand their compensation plans and what they need to do to make more money
inability of sales managers to understand the effectiveness of plans and the performance of their people
inability to quickly adapt to changing business conditions and needed changes to data, plans, reports, and workflow
Synygy’s incentive compensation solution enables organizations to:
design, model, implement, and manage sales compensation plans that are aligned with organizational goals and strategy
uncover, diagnose, and fix causes of errors in data, calculations, and reports
design, produce, and deliver understandable and useful information to salespeople to drive and reinforce desired behaviors
design, produce, and deliver meaningful information to sales managers and executives to help them make more informed decisions
quickly and accurately respond to desired changes in data, plans, reports, and workflow
To learn more about Synygy’s incentive compensation solutions, click here.
Sales Performance Management 
