Why am I not on the Sales Incentive Plan?

When I was working in the IT industry, there was a lot of talk about the sales population. Obviously, their success was central to that of the organisation, and given the complexity of the products and solutions, the scale of some of the contracts, and the competition in the marketplace, my employers were looking at…

Are you benchmarking…or copying ?

I once presented a new annual incentive scheme to the Board of my then-employer. The Board members liked the content of the plan, and one of them asked me, as a favour, to go and present it to the CEO and HR Director of another company that he was Chairman of. So I headed to…

Analyse my SIP!

My friend took this job at a frozen food company in the Middle East. About one month on the job, he called me and said : “Sandrine can you help me analyse the Sales Incentive Plan which has been in place for a few years ? The GM wants me to give him some feedback…

7 steps to compensation programme design – the basics

I am often asked how to go about a new plan design, or a total revamp of an existing one. How should one approach it ? Is there a methodology ? In my mind there are 7 basic steps to take in order to design a good plan in Compensation & Benefits. They apply whether…