Sales compensation programs come with a cost premium over standard "corporate" pay plans and introduce unique risks. As companies face inflation and rising costs, one of their largest internal expenses is the sales compensation program. Increasingly, organizations are asking, "Does sales compensation really work? Is it worth the cost?"

In this session, we’ll examine the impact on companies that have moved away from (either partially or entirely) their sales compensation programs. Using a mix of data, empirical evidence, and case studies, we will explore the advantages and disadvantages of sales compensation plans. You’ll learn when and how they work best, how to maximize their benefits, and when it may be time to consider alternative approaches.

Key Takeaways

• Identify the benefits of a sales compensation program and assess when they justify the cost
• Learn how to measure the effectiveness and ROI of an incentive compensation investment
• •     Understand when to transition away from sales compensation and how to manage that shift