Discovery
You already have sales compensation plans. A thorough understanding of the structure and effects of your current plans is a critical piece of the fact base on which the new plans must be built. In addition, there are many stakeholders who care about your sales compensation plan design, from individual contributor sales people to your CFO, and their perspectives and requirements help form the success criteria for the new plans.
The Cygnal Group’s three-part assessment includes interviews with key executives, an analysis of current plan documents and pay and performance history, and interviews with sales people. A complete survey of the sales organization is often included to ensure that every sales person has a voice. Outcomes of the assessment include:
- Clarification of the role of sales in executing business strategy
- A clear understanding of the historical relationship between sales compensation and business results
- Identification of the key metrics for overall sales success, including specific goals for the coming year.
The assessment sets the stage for the design of new sales compensation plans.
