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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.


IC Management reports should be a compulsory fixture in your ongoing ICM process. Management can identify subtle motivational issues with the existing plan and support the sales leadership in course correction using such reports. Such timely tweaks to the IC plan/sales communication/quotas, etc can help ensure your IC plan is always performing at peak capacity.


Are IC exceptions slowing down and complicating your IC process? Is your current IC system only meet the basic needs while exceptions usually are managed with the help of manual processes and adjustments? This blogpost talks about some of the commonly seen exceptions in the pharmaceutical industry that your IC system should be able to handle out-of-the-box.


Are IC exceptions slowing down and complicating your IC process? Is your current IC system only meet the basic needs while exceptions usually are managed with the help of manual processes and adjustments? This blogpost talks about some of the commonly seen exceptions in the pharmaceutical industry that your IC system should be able to handle out-of-the-box.


Clear and precise communication is a key factor of success for incentive compensation programs. The plan has to be presented to different stakeholders in a structured manner. This blog goes over the plan communication process and the thought process behind that.


IC plan operations is generally considered more tactical and is not given the importance it deserves. In this blogpost, we will discuss how to perform a health check for your incentive compensation operations.