What is Incentive Compensation?

8 min read

Incentive CompensationSales CommissionsSales Compensation
Incentive compensation is a type of variable compensation in which an employee's pay is directly linked to their productivity based on the company's criteria. Let's take a closer look at this, its advantages, and how an automated platform can assist you to keep track.

What is Incentive Compensation?

In addition to their base salary, sales agents get incentives, which is a variable income dependent on their performance. To push sales through the pipeline and bring income in, your reps must be encouraged to act. Even the most driven employees require a boost to keep them functioning at their finest, and there are a number of methods to urge your entire team to perform at their best. Performance-based incentives can act as a bump in the right direction. Sales representatives receive incentive payments in addition to their normal base wage. Incentive compensation is a type of variable pay in which a salesperson's wages are directly proportional to the amount of goods they sell, the performance of their team, or the success of the company.

The strategic use of incentives to create better business outcomes and more closely match sales rep conduct with the organization's goals is known as incentive compensation management. Direct commissions, bonuses, prizes, honors, and acknowledgement are all examples of incentive structures. Incentive compensation is also a key factor in identifying potential of salespeople depending on their success. However, it is also important to align incentive compensation schemes with the company's objectives.

Advantages of Incentive Compensation

1. Motivation

A cheerful employee is more productive and has a favourable impact on the rest of the organization. Incentive compensation schemes are an excellent approach to inspire employees and boost morale and productivity. A well-designed IC strategy integrates a salesperson's actions with the company's set objectives. It inspires salespeople by providing them with the right controls and catalysts, as well as enough incentives to go even beyond the goals. Workers are rewarded with money, gift cards, or other driving incentives through sales management programmes, but they are also shown that they are appreciated. Individual happiness and job satisfaction can be increased by praising an employee's performance.

Morale will rise in the workplace and a firm will prosper if the entire sales staff feels the same way. The firm benefits from enhancing productivity, and employees are happy when they are rewarded for things beyond their regular job duties. Motivate.png

2. Enhanced Collaboration

Employees develop a sense of solidarity when they work together on team incentive schemes for the greater benefit. Collaboration and teamwork may be encouraged through incentive compensation systems. Supervisors can organize team-based sales events where salespeople collaborate to achieve a shared goal. This can help to develop relationships among coworkers, supervisors, and business owners. This will establish a climate in which salespeople are comfortable exchanging product-selling techniques and best tactics, as well as forming great working connections. An integrated staff has the benefit of creating a more efficient and enjoyable working environment for everyone. It can also boost productivity by improving regular work ties across departments and coworkers.

3. Reduced Attrition

When employees feel underpaid or mistreated, they frequently seek new work possibilities. Employees that are happy work harder for long durations. Incentive compensation improves employee performance and retention by rewarding high-performing employees. A good IC strategy guarantees that top performers are acknowledged, recognised, and compensated appropriately, resulting in higher retention and reduced turnover. Because the employment process is often time-consuming and administratively costly, a high turnover rate implies difficulties. Employees that are happy with their jobs are more likely to stay with the organization. Employees will be rewarded for outstanding performance and will be less likely to seek jobs from rivals if a sales compensation scheme is used effectively. Incentive schemes are a technique of expressing gratitude for the contributions of highly-performing employees.

Read on to know how to reduce employee attrition

4. Higher Sales

This is self-explanatory. No company would give incentives unless they benefited from them. The most prevalent reason CEOs seek out incentive compensation management programmes is to increase sales. In addition, financial incentives encourage salesmen. Your company should anticipate sales growth while the sales compensation management programme is operating. Employers may enhance motivation within a sales team by rewarding employees who accomplish sales objectives, which will result in higher sales statistics. Offering more rewards for increased performance will rapidly and efficiently increase sales. By offering a reward for such deals, they are more likely to stay with your company instead of switching to a rival. The more sales made, the more profit the business makes. High Sales.png

Features of an Incentive Compensation Software

1. Increased Efficiency

When you choose a sales commission system that generates incentive compensation payouts automatically, timely and properly, the chance of an error is almost eliminated. Complex computations must be automated, compensation calculations must be improved in speed and accuracy, and time must be reclaimed for value-added tasks. Time and work spent calculating sales commissions and compensation payments are never recouped, and the agony and disappointment are amplified when the outcome is wrong or requires verification. This is certainly a familiar issue if you've ever tried to figure out a sales commission from a spreadsheet or numerous sources. Incentive payouts are calculated in seconds using advanced technologies, which is a significant improvement from manual record-keeping methods that rely on fragmented sales legacy systems. Efficiency .png

2. Improved Workflow

Incentive Compensation software guarantees data accuracy and reduces the number of conflicts. Sales forecast and pipeline data are included in automated platforms. This helps salespeople to forecast earnings before completing transactions and send out quota agreement letters through email. It enables digital dispute settlement and commission accrual, all while guaranteeing that incentives are paid on time. When relying on a data entry operator, even a minor miscalculation may be expensive, both financially and in terms of internal confidence. Even the most complicated compensation regulations become foolproof with Incentivate. You should expect to notice an improvement in workflow if you utilize a platform like ours that employs real-time data and analytics.

3. Enhanced Transparency

This benefit is the punchline when it comes to contemplating investing in a sales commission system. The ability to publish enquiries or display individual performance at any moment from any device is the most sought-after feature. That implies salespeople can see absolutely where they are in terms of meeting their goals in real-time. They can accordingly plan their sales activities to ensure they overachieve and earn a handsome incentive. This, as well as other business analytics, such as summary reports and past audits, should be provided through an incentive compensation management platform. Incentivate is a powerful piece of sales commission software that will do this for you, which is another method to keep your sales team on track and on the same page.

4. “What-if” Scenario Modeling

Keeping your employees happy entails more than just offering adequate tracking tools. We've previously discussed the tendency for shadow accounting when faith is compromised, so what are the other benefits of Sales incentive Software besides working with strong and simple software? To maintain sales compensation programmes flexible and assist the firm adjust fast in response to market changes and business demands, sales incentive systems should have scenario planning capabilities. Adjustments to incentive compensation schemes in the middle of the year may be incredibly irritating for sales staff. Sales and sales operations managers can preserve stability by spotting forecast risks, modeling and comparing multiple ways forward, and making justified modifications to compensation plans. "What if" modeling allows plan authors to think about the implications of proposed modifications before implementing them.

Things to Look for in an Incentive Compensation Software

To Conclude

Incentive compensation is most commonly used to increase workplace operational efficiency, but it can also be used to improve employee retention, motivation, and company image. It can assist a company in a variety of ways, all of which will result in a more favourable work environment and higher quality performance. A good automated system for compensation management helps employers manage and administer their employees' monetary and non-monetary compensation accurately.

Authors

  • Amit Jain

    Director of Customer Success

    Amit has more than 17+ years of experience engaging with several life sciences companies in consulting projects. His expertise lies primarily in the areas of incentive compensation, salesforce effectiveness, business intelligence, and analytics. Prior to co-founding Aurochs Software, he worked with several leaders in the incentive compensation space such as ZS Associates, Optymyze (former Synygy) for almost 10 years in several leadership positions leading several product and service initiatives. He was part of the global IC leadership team at ZS Associates and led the formation of an offshore center of excellence for incentive compensation design and delivered several key client projects.

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