Your sales compensation plan is not delivering the results or behavior that you were expecting. You are not sure why, but you don’t want to go through a whole redesign. In order to determine how much change is needed, an audit of the current plan is required. An audit identifies the sales goals and objectives and assesses your program to determine the gaps between where the sales compensation plan is currently and where it needs to be to support the business. Areas addressed in the audit include:

• Alignment with business goals and sales strategy
• Effectiveness in supporting tactical execution
• Link between performance and payout
• Motivational capability of the plan
• Plan design, alignment between roles and with sales management plans
• Content validity of performance metrics
• Expectation of behavioral outcomes
• Participant comprehension of the plan
• Alignment to industry best practices

The deliverable from our audit is a clear blueprint of what is required to address any gaps in your plan relative to what you need to drive sales performance. A planned approach to addressing your top three issues is included in the report. As required, a longer-term roadmap and timelines is identified for your organization to achieve the desired sales compensation approach. If you require support in the changes implemented, we partner with our clients to provide continuing assistance until they have reached their objectives.