Experts in Compensation Plan Design
We are committed to providing the best compensation design services, custom and industry surveys, and implementation support to companies who want to strategically align compensation with organizational goals.
Sales Compensation Plan Development
Clear Designs Yield Clear Results
Our core method involves assessing, developing, testing and communicating sales compensation plans (commissions, goal-based bonuses, etc.). Roughly 80% of our projects fall under this category.
Typically, these plans are paid frequently (i.e. monthly or quarterly) and based on specific, measurable objectives that have direct impact on the company's top line revenue. Often, but not always, these plans involve some kind of commission structure (paying the employee a percentage of the revenue or gross margin they have generated).
Prosperio has worked with major companies on their sales compensation in over 50 different industries, and the common roles listed on this page are found in nearly every one of them. We have expertise in transportation & logistics, distribution (including food & beverage), manufacturing (including food ingredients), software and SaaS, as well as banking and insurance; be sure to look at those sections of our website if your company is one of those areas.
Our work in this field follows a tested and reliable process
First, we assess your business to understand what is working or not working about your current plans.
Next, we help define your roles (i.e. hunter, farmer, key account manager, inside sales, etc.) and ensure your sales force role deployment makes sense BEFORE we consider changes to your current compensation plans.
Then we work with your leadership to develop the new plans.
Afterwards, we rigorously test them using your historical data for employee level and overall aggregate cost modeling.
Finally, we support you through the rollout of the plans to your sales force, and in many cases for a full-year after the new plan is implemented to make sure things are going as planned.
Common Roles Include
Outside Sales
Inside Sales
Customer Service Rep
Enterprise or National Sales Rep
KAM, GAM, NAM, SAM
Account Executive
Account Rep
Account Manager
Sales Executive
Sales Rep
Sales Manager
Customer Sales Rep
Customer Account Manager
Call Center Rep
Logistics Coordinator
Operations Manager
Terminal Manager
Carrier Sales
And many others…
Common Project Types
Express Project
When your needs span several roles, but you have only a few people, our Express Project is for you. We’ll spend time with you and your senior leaders understanding your business and working alongside you to develop your plans as quickly as possible. We’ve successfully executed a number of engagements for small to medium-sized organizations (5 to 50 people) just like yours.
An Express Incentive Project includes:
• Strategy and structure assessment
• Compensation design for up to 5 roles (salary bands and incentives included)
• Market benchmarking of pay levels for those roles
• Plan documentation
• Pro-forma economic modeling (minimal historical testing)
• Roll-out guidance
• Development of an incentive calculator via Excel
• 3 months of post-project support (pro-bono)
• Project turnaround is approximately 4-6 weeks
1P1P Project: One PERSON, One PLAN
A 1P1P Project is great for start-ups and small companies, or those with an immediate need for a plan with one person in one role. The 1P1P Project is a virtually delivered program that’s a fast, affordable alternative to a bigger project.
The 1P1P Project includes:
• All plan design details
• Basic market pricing
• Economic testing
• Incentive plan documentation
• Outlining of goals and expectations
• Assessment of business goals and…
• Assessment of impact of this role on those goals
• Role clarification
• Development of an incentive calculator via Excel
• 3 months of post-project support (pro-bono)
• Project turnaround is approximately 2-3 weeks
Full-Service Compensation Project
When you need in-depth assistance for clarifying business objectives, streamlining your organization structure, improving accountabilities, and are developing incentive plans for several interconnected roles, we recommend a Full-Service Compensation Project. This solution features several virtual meetings with our developers and your design team and is often selected by medium-sized to larger companies, as well as small companies undergoing major transformations.
A Full Service Compensation Project includes:
• Business goal clarification
• Compensation plan design for all roles in scope (salary bands and incentives)
• Development of career levels for highly populated roles
• Employee change management
• Extensive pro-forma and historical economic modeling
• Goal-setting sharpening
• Market benchmarking of pay levels for all roles in scope
• Roll-out support and guidance
• Organization redesign and role change/definition
• 12 months post-project support (pro-bono)
• Detailed and more automated Excel calculator for use by your staff for doing plan calculations or recommendation for a formal partnership with one of our EIM vendor partners, including help to ensure a smooth implementation of your plans into their platform
• Turnaround time is at least 90 days, but may vary depending on size of organization and magnitude of change