Sales compensation management

Issues & Best Practices Regarding Earnings Caps in Sales Compensation Plans
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Implementing earnings caps into a sales compensation plan can be a highly contentious and often focal point for discontent with the plan. No feature of an incentive plan causes more resentment than a cap. In most cases, the application of caps is a result of perceived overpayments in the previous year or as a risk avoidance measure when there is the potential for large deals or significant over achievement on

What to Do If You’re Unhappy with Your Incentive Compensation Management (ICM) System...
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Incentive Compensation Management (ICM) systems are essential tools for managing and automating sales compensation. A well-functioning incentive compensation management system ensures accurate payouts, drives sales performance, and aligns the sales force with business goals. However, when your ICM system falls short—whether due to inefficiency, inaccuracies, or lack of flexibility—it can have serious consequences for both sales morale and company performance. If you’re unhappy with your current ICM system, it’s crucial