The best incentive compensation plans share a few things in common. They're stimulating, fair, and easy to understand. Yet, it's not so simple when designing and developing effective incentive plans. There are multiple factors that sales management and compensation program leaders need to consider. And it can be difficult to ensure that all considerations get addressed appropriately.
This is because there are many different approaches to commission plan design, each with strengths and limitations. There is no "right approach" for all companies due to differences in the role’s objectives, obligations, and internal ability to track and evaluate SDR results efficiently.
If you want to design an incentive plan for your SDRs that will motivate them to grow revenue, there are four core steps you want to take to determine the most suitable approach.