It’s no secret that compensation is the primary means for attracting, retaining, and motivating salespeople. Effective processes for managing total compensation provide sales managers and salespeople with visibility into all components of sales compensation—from base pay and incentive compensation to stock options, rewards, and benefits.
When sales organizations lack effective and efficient processes for managing total compensation, the following symptoms exist:
lack of insight into the effectiveness and costs of all components of total compensation
disorganized and manual processes for setting and adjusting total compensation
total compensation that does not reflect the true performance of salespeople and managers
low sales force morale, unmotivated people, and high turnover of top performers due to uncompetitive total compensation packages
making changes to total compensation of salespeople without benchmarking performance relative to peers
These symptoms are indications of underlying problems with the processes for managing total compensation, including:
inability to integrate, consolidate, and use disparate sources of compensation data across the sales force
inability to set and adjust compensation across the entire organization in an organized, structured, and objective fashion
inability to set compensation based on data and objective criteria, including objective achievement, quota attainment, and performance evaluations
inability to effectively use the total mix of compensation to motivate people
inability of managers to see components of compensation and how these have changed over time for each person
inability to analyze and predict total compensation costs, including identification of people outside of guidelines
Synygy’s total compensation solution enables organizations to:
utilize data on all components of compensation for all salespeople to accurately measure total compensation costs
set and adjust components of compensation across the whole sales organization using corporate guidelines and budgets
use a complete picture of individual performance, including performance relative to others, to set compensation for each salesperson
provide salespeople and sales managers with visibility into all components of their compensation, including base pay, incentive compensation, stock options, rewards, and benefits
provide sales managers with a complete picture of the compensation of each of their people and how this has changed over time
measure, track, forecast, and analyze total compensation costs
For more information on Synygy’s total compensation solution, click here.
Sales Performance Management 
