Picture this: You’ve just announced your new company incentive plan, and within minutes, the gaming begins. Despite what you might think, this is actually a good thing for your company: embracing and leveraging motivation-driven sales performance creates a win/win situation for all. In fact, by combining empirical data with natural human behavior, you can build killer incentive plans. Join us for a compelling look at a three-pronged approach which takes the guesswork out of creating effective incentive plans and elevates your team’s performance.

1. Ask, Share, Learn – Within the Largest Community of Corporate Finance Professionals
Embrace the Game: 3
Steps to Creating Winning
Incentive Plans

2. Learning Objectives
After attending this event you will be able to:
• Understand the most important five key factors in
designing incentive plans that deliver profitable
growth
• Identify specific opportunities to improve your
company’s incentive strategy effectiveness
• Understand how to assess your company’s current
plan, and fine-tune it for better employee
engagement and return

3. Welcome to Proformative
Proformative is the leading educational resource for
corporate finance professionals.
A resource where corporate finance and related
professionals advance in their careers through:
• Uniquely valuable, online peer network
• On demand courses taught by peers and SMEs
• Valuable Features and Resources
Check it out at www.proformative.com

4. Ask, Share, Learn – Within the Largest Community of Corporate Finance Professionals
Embrace the Game: 3 Steps to
Creating Winning Incentive Plans
Erik W. Charles, Principal Incentives
Strategist, Xactly

5. Poorly
Communicated
Error Prone
Ineffective

6. Engaged
Not Engaged
Actively
13%
63%
24% Disengaged
2013 Gallup: State of the Global Workplace Report (Worldwide)

7. Reps don’t understand
their plans
Too much time
between the effort and
the payment
Companies do not
modify plans to
address changes,
launches or threats

8. MOTIVATIONAL MYTHS
#4 Good motivation theories
and practices will work for all
employees
#5 Sales reps are either
naturally motivated or they
aren’t
#1 Having a job should be
motivational enough
#2 Money is the greatest
motivator
#3 Nothing lights fire like fear

9. 250%
200%
150%
100%
50%
0%
0% 50% 100% 150% 200% 250% 300%
ATTAINMENT %
PAYOUT %
SALES GOALS
FINANCE GOALS

10. Real Time
Attainment Metrics
Trust
The System
BEHAVIORAL CHANGE
Pay Closer
To Sales Event
Motivate
Team

11. ARE YOU MAKING THESE COMP MISTAKES?
#4 One-Size-Fits-All Incentives
#5 Lack of Recognition
#6 Capping Commissions
#1 Weak Incentives
#2 Unattainable Goals
#3 Easy Targets

12. Embrace the Game: 3 Steps to Creating
Winning Incentive Plans
Thank you for your interest in this presentation.
View the on-demand webinar or download the full
presentation at:
www.Proformative.com