Sales compensation plan audit
Helping organizations work | Hay Group tools and services
Are your sales incentive plans competitive? Do they keep
your sales force engaged? A strong sales compensation plan
ensures that your people are motivated to perform at their
best. That means better results for your company, as well as
a reduction in costly and unwanted employee turnover.
Understanding prevalent sales compensation practices and mix of
pay
Hay Group’s Hay
Group Sales
Compensation, Plan
Design and Practices
Report includes
information from over
400 organizations. It
includes compensation
element details for 39
sales positions and
plan design details
covering eight common
sales roles.
Partnering with your organization, Hay Group will conduct an audit of two incentive
plans and develop high level recommendations for enhancements to organization
strategy. In order to complete this audit, Hay Group will:

Conduct individual interviews with senior managers to clarify issues with the
current sales incentive plan design (motivation, metrics, payout curves, top
performer recognition, plan clarity) and ensure that we have a solid
understanding of the current design, sales roles and any benefits and
drawbacks of the plan from your perspective.

Analyze how current sales roles are designed and how they align with
desired sales processes. This includes commentary on job design,
organization design, required competencies and compensation plan design
for desired sales roles.

Provide a comparison of the two current incentive plans against common
and best practice to identify any gaps. We will assess against 21 different
criteria.

Provide directional recommendations for plan changes and a change
roadmap.
Enterprise sales effectiveness
Hay Group has a specialized practice and is a recognized enterprise sales
effectiveness (ESE) consulting leader in the industry. We consult with leading sales
organizations and understand the challenging environment facing the selling function
today.
Hay Group’s ESE practice supports organizations with a variety of challenges such as
clarifying sales roles, designing incentive plans that align with company strategy and
providing assessments of employees against sales profiles. We use our databases
that collect compensation and plan design data to support our clients.
© 2013 Hay Group. All rights reserved.
Helping organizations work | Sales compensation plan audit
Following market practice blindly does not lead to success. There is a great deal of
variance in incentive designs even within industries. It is critical to build on the
organization’s strategy and specific sales roles. Based on our research, we understand
how sales roles need to be structured. Performance management, incentive design
and career paths all grow out of this. We incorporate market and researched best
practices into our methodology.
Additional needs
Hay Group’s Enterprise Sales Effectiveness practice supports organizations with a
variety of challenges such as clarifying sales roles, designing sales incentive plans to
align with company strategy, assessing sales leadership effectiveness and also
providing assessments of employees against sales profiles, among other areas. We
augment our consulting with proprietary databases that contain compensation data,
incentive plan design, role design and competency data to support our clients.
Are you looking for a different type of support? Hay Group provides a full range of job
evaluation services and reward-related services. Let us know your needs and we will
work with you to develop an approach that will meet your exact requirements.
About Hay Group
Hay Group is a global management consulting firm that works with leaders to transform strategy into reality. We develop talent,
organize people to be more effective and motivate them to perform at their best. Our focus is on making change happen and helping
people and organizations realize their potential. Visit www.haygroup.com.
© 2013 Hay Group. All rights reserved.