Sales compensation plans are designed to deliver numerous benefits, but when they multiply without control, they lead to complexity, inefficiency, and misalignment. In this session, we’ll explore a real-world transformation at JLL, where they cataloged, analyzed, and consolidated seller incentive plans across North America. This process uncovered duplicative structures, governance gaps, and misaligned performance thresholds.

By using an interactive dashboard to visualize these findings, JLL laid the groundwork for a global initiative aimed at streamlining incentives, reducing administrative burden and implementation costs, and strengthening strategic alignment.

Key Takeaways

• Identify common pitfalls in incentive design and governance
• Build the business case for rationalization, focusing on ROI, cost savings, and improved effectiveness
• Learn how to assess and document incentive plans effectively
• Gain insights from lessons learned in scaling from regional to global initiatives