In the third part of this series, we will discuss the other aspect of the centralization process. HQ prefers to create a global incentive compensation plan design and structure. This may be considered as taking a “framework” approach from which regions and countries may pick from a menu of plan components.
In this part of the IC Centralization series, we will focus on the strategy to create a global incentive compensation plan framework and drive the design process from HQ.
In recent times we have seen an increase in calls for greater geographic centralization in the Incentive Compensation function within global pharmaceutical companies. The aim generally is to strive towards HQ driven incentive compensation administration and defragment IC management across geographies within the organization.
Sales incentive compensation plans, like any other business strategy evolve in accordance with changing needs of the business. If this evolution does not happen at the correct time, it leads to a significant financial implication in terms of lost opportunities. Therefore it is very important to identify the correct time to review the IC plan.
Aurochs Software launches its Quota Setting solution- a self-service module that helps pharmaceutical companies to efficiently set sales targets for their sales force.
Press release 2015/05/05 – Aurochs Software launches its incentive plan health check module - Aurochs Software
Aurochs Software launches its incentive plan health check module
Incentive Compensation plan operational strategy needs to be reviewed regularly. Many companies rely on excel spreadsheets or home-grown script based solutions to manage their salesforce incentive compensation programs. These solutions are generally preferred because of familiarity and perception of control without necessarily understanding the associated limitations.
Every incentive cycle, sales leadership and the operations teams face a difficult job of setting fair but challenging quotas. As a company, you want your sales team to meet their quotas but also push the envelope to achieve growth. Quotas play a big role in motivating sales reps to achieve broader strategic business objectives.
Press release 2015/01/08 Aurochs Software launches Rep-Eye, field reporting solution for incentive compensation - Aurochs Software
Aurochs Software launched Rep-Eye, a field reporting solution for incentive compensation.
Press release 2014/12/19 – Larry Novacich, Sales Compensation Expert Joins Aurochs Software Advisory Board - Aurochs Software
Larry Novacich was one of the pioneers in the sales compensation solutions industry when he joined Synygy as a start-up in 1993. As COO, he was instrumental in the rapid growth of Synygy from a startup to a market leader in the sales compensation space with a focus on services.