1. Incentive Compensation as a Finance Function Lori Haughian Lynn Salekin Director – Sales Compensation Senior Sales Incentive Manager TELUS Communications Inc
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4. SIM is. . . Human Resources Sales Incentive Management Compensation & Benefits Recruitment … Human Resources Compensation & Benefits Recruitment … Finance Sales Incentive Management Accounts Payable …
9. Setting Budget Guidelines Overall Target by Area Overall Budget by Area Productivity Costs If overall target by area is constant and there is an Increase in headcount If overall budget by area is constant and there is an Increase in overall target
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12. Alignment to Corporate Objectives No increase in sales for this product Decelerators Reduce focus on non-strategic products Sales should remain constant or increase Accelerators Increase cross selling and up-selling of products Increased volume of reps achieving higher results Graded Scales Motivates agents to excel & drive new revenue to the channel Increased performance and/or increased churn on under- achievers Threshold Will move under- achievers up or out Expected Outcome Application Corporate Objective
13. Alignment to Corporate Objectives Short term increase in specific sales targeted SPIFS Increase specific sales target for a given period No impact to employee for low sales results Guarantees Appropriate induction of new employees Increased volume of reps achieving annual results Bonuses Drive annual achievement No payments made over cap amount Caps Risk mitigation on revenue assurance Expected Outcome Application Corporate Objective
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