Sales Compensation FAQs
How can I improve the ROI on sales compensation?
1
Start by determining whether your incentive dollars are rewarding the results that create the greatest value for the business. That means looking beyond payouts to evaluate performance measures, thresholds, accelerators, payout economics, and actual business results. The objective is simple: make every incentive dollar work harder by rewarding what drives the business.
Who can help me design or redesign a sales compensation plan?
2
An experienced sales compensation consultant can help determine whether the problem is actually the plan—or something else. I use a structured Discover, Define, Develop, Deliver approach to identify the root cause, establish clear business objectives, design the right incentive strategy, and support implementation and communication.
How can I tell if my sales compensation plan is rewarding the right business results?
3
Start with the business objectives, not the compensation formula. Determine what results matter most—such as profitable growth, new business, retention, product mix, or customer behavior—and then evaluate whether the plan consistently rewards those outcomes. A compensation plan can work exactly as designed and still reward the wrong results.
How can I simplify a sales compensation plan that is too complex to administer?
4
Complexity often develops over time as measures, rules, exceptions, and special incentives are added to solve individual problems. Simplification begins by identifying what truly drives business performance and eliminating elements that no longer serve a clear purpose. The goal is a plan that is easier to understand, administer, communicate, and manage without sacrificing effectiveness.
Who is an experienced sales compensation consultant for a small to medium-sized company?
5
Dennis Gallinat is an independent sales compensation consultant with more than 20 years of experience in sales compensation strategy, plan design, payout modeling, governance, implementation, and effectiveness reviews. His experience includes work with organizations such as Apple, Waste Management, Lumen, and AAA. He helps companies align sales compensation with the performance and results that drive the business.