Ask, Share, Learn – Within the Largest Community of Corporate Finance Professionals

Embrace the Game: 3 Steps to Creating Winning Incentive Plans

• Understand the most important five key factors in designing incentive plans that deliver profitable growth

• Identify specific opportunities to improve your company’s incentive strategy effectiveness

• Understand how to assess your company’s current plan, and fine-tune it for better employee engagement and return

Learning Objectives

After attending this event you will be able to:

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Ask, Share, Learn – Within the Largest Community of Corporate Finance Professionals

Embrace the Game: 3 Steps to Creating Winning Incentive PlansErik W. Charles, Principal Incentives Strategist, Xactly

Error Prone

Poorly Communicated

Ineffective

Not Engaged

Engaged

Actively Disengaged24%

63%

13%

2013 Gallup: State of the Global Workplace Report (Worldwide)

Reps don’t understand their plans

Too much time between the effort and

the payment

Companies do not modify plans to

address changes, launches or threats

MOTIVATIONAL MYTHS

#4 Good motivation theories and practices will work for all employees

#5 Sales reps are either naturally motivated or they aren’t

#1 Having a job should be motivational enough

#2 Money is the greatestmotivator

#3 Nothing lights fire like fear

0% 50% 100% 150% 200% 250% 300%0%

50%

100%

150%

200%

250%

ATTAINMENT %

PAYO

UT

%

SALES GOALS

FIN

ANCE

GO

ALS

Real Time

Attainment Metrics

Trust

The System

BEHAVIORAL CHANGE

Pay Closer

To Sales Event

Motivate

Team

ARE YOU MAKING THESE COMP MISTAKES?

#4 One-Size-Fits-All Incentives

#5 Lack of Recognition

#6 Capping Commissions

#1 Weak Incentives

#2 Unattainable Goals

#3 Easy Targets

Embrace the Game: 3 Steps to Creating Winning Incentive Plans

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