Lifecycle-Driven Workforce Incentives

When it comes to paying incentives/commissions/bonuses, at a high level, we’ve seen success with the general rule “reward individuals for events, reward teams for processes”.  But, there’s more precision needed to make incentive compensation plans produce the optimal strategy-aligned results.

Using the wrong metrics and incentives as they relate to both customer and workforce expectations, and to market/competitive conditions, will not yield desired strategic outcomes.

From our vantage point, incentive/bonus/commission compensation plans need to reflect not just overall enterprise strategic objectives, but also local market/channel Customer, Product and Employee Lifecycles; including full consideration of cross-dimension Customer, Employee, Market/Competitive Profiles.    Read more

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