文档介绍：ESS STORY
Redesigning Sales Force Incentive
Compensation to Support a Mature Portfolio
SIMPLIFIED PLAN PETITIVE SELLING
In pensation plans, there’s a trade off to be pany wanted to begin its new fiscal year with a
made between simplicity on the one hand and fairness on new pensation system, and so it gave IMS
the other. The more bells and whistles you build into a plan, Consulting a scant four weeks to devise a new plan.
the more unique situations and extenuating circumstances
you can modate from one territory to the next. But MEETING THE DESIGN CHALLENGE
unfortunately, the more difficult you make the plan to IMS consultants began the project by gathering input from
understand and administer. sales management on the expectations for the new design.
They were able to leverage a recent study pany
One major international pany
conducted internally to gather rep feedback on the existing
understood that tradeoff. It asked IMS to find the right
plan. With access to this information, IMS consultants
balance between the dueling goals of simplicity and fairness
could ensure that the proposed solution addressed the key
when designing a new pensation plan for its
issues that were uncovered via the survey.
neuroscience field force in the United States.
IMS’ directive was to design a plan that would:
pany had been using a plan that rewarded reps
based on their at