Sales compensation programs can be tremendous assets for any sales organization.  When properly designed, the sales compensation progam focuses sales resources on the drivers of business success and creates a magnetic relationship between salespeople and the business. These plans are a critical component of sales management effectiveness.

However, many plans fail because they:

• do not align with the sales process and functions of each sales job
• do not reflect the right measures of performance
• are too complex
• are encumbered by dysfunctional administration and communication processes

Buck Consultants has valuable insights into creating and managing effective sales compensation programs that drive business value. 

Our services include:

• Plan Design
  Our consultants can help throughout the plan design life cycle, including current plan assessment, design, financial modeling, and implementation.
• CompEnsureSM Plan Audit
  Buck's suite of audit services helps clients to ensure they can optimize their investments in sales compensation.
• Sales Compensation Outsourcing
  Through an end-to-end technology and business process solution, Buck can help company resources focus on high value-adding activities.

 
A mid-sized manufacturer was in bankruptcy protection because of debt load compounded by profit shortfalls resulting from both natural disaster (hurricane) and declining sales effectiveness. The market had moved away from them while their sales force clung to old customers with shrinking margins.

Buck's Compensation team designed a sales compensation plan to reinforce the strategy of acquiring new business in more profitable, targeted market segments while growing revenue overall.