Tagged “incentives”

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Sales CompensationFive measures down to two: what happened when we simplified the planOur account managers at a food ingredients supplier in the Netherlands, 48 people, had a plan with five measures: revenue, gross margin, new product sales, customer visits logged and days sales outstaWren Zhang · 4 replies · 5d ago
Sales CompensationThree-year contracts: do you credit total contract value or the first year only?Facilities management software vendor in Vancouver, 55 account executives selling to property owners across Canada. Until recently nearly all deals were one-year terms. Finance has started offering a Oscar Lindqvist · 0 replies · 2d ago
Sales CompensationEvery rep keeps a shadow spreadsheet. I think that is our failure, not theirs

I spent a day in the field last month with sellers at our packaging business in Canada, about 65 reps. Every single one showed me a private spreadsheet in which they track their own commission, and se

Yusuf Jimenez · 1 reply · 4d ago

Sales CompensationRecoverable or non-recoverable draw for new sellers in a 90-day sales cycle?We are a commercial flooring and fit-out supplier in Australia with 38 sellers in Sydney, Melbourne and Brisbane. Mix is 60/40. New sellers currently get a recoverable draw for six months, meaning we Farrah Grant · 0 replies · 4d ago

Sales Compensation · AnsweredClawing back commission when a customer cancels inside the first yearSubscription software for small businesses, headquartered in Lyon, 70 sellers in France, Spain and Belgium. Average contract is small, about 4,000 euros a year, paid monthly, and around 22% of new cusPetra Lindqvist · 4 replies · 1w ago

Sales CompensationWhat should customer success managers be paid on, if anything variable at all?I am reviewing pay for a team of 28 customer success managers at a human resources software company in Amsterdam. They are on fixed salary plus a 10% company bonus. Sales leadership wants to move themWren Grant · 2 replies · 1w ago

Sales CompensationPartner-sourced deals: does your direct rep get full, partial or no credit?Cybersecurity software company with its regional headquarters in Singapore, 30 direct sellers and 8 partner managers covering South-East Asia and Australia. About 35% of bookings now come through reseAmara Larsen · 0 replies · 5d ago

Executive CompensationCapping relative TSR vesting when absolute returns are negative: common or overkill?Australian listed property group. Our long-term plan is half relative TSR against a group of 20 listed property companies and half growth in funds from operations. In the cycle that has just ended we Priya Raghunathan · 0 replies · 6d ago

Executive CompensationWho actually enforces a post-employment shareholding requirement once someone has gone?UK listed insurer. Our policy requires executive directors to hold shares worth 250% of salary for two years after leaving. It was approved three years ago and our first departure under it is coming uJames Okafor · 0 replies · 1w ago

Executive CompensationDeferred bonus for a good leaver at a bank: keep the original schedule or pay out?Singapore-based regional bank. A senior executive is retiring after 22 years with about S$2.8m of deferred bonus outstanding, vesting over the next three years, in a mix of cash and shares. He has askJames Okafor · 0 replies · 1w ago

Executive Compensation · AnsweredHow candid should the remuneration report be after a 71% say-on-pay vote?US-listed specialty retailer, about $4bn market cap. Our advisory vote came in at 71% this spring, down from 93%. The main issue was a bonus that paid at 112% of target in a year when the share price Priya Raghunathan · 4 replies · 4w ago

Executive CompensationRelative TSR peer group selection — index or hand-picked peers?Our compensation committee is revisiting the LTI design and there is a split view on whether to measure relative TSR against a broad index or a curated 18-company peer group.James Okafor · 1 reply · 4w ago

Executive Compensation · AnsweredAfter a 40% share price fall, how much do you scale back the LTIP grant?UK listed media company. Our policy grants long-term awards at 200% of salary for the chief executive. The share price has fallen 40% since last year's grant, so the same percentage of salary now buysAnonymous member · 4 replies · 1mo ago

Sales CompensationPlans signed in week nine again. A timetable that got us to day oneFor four years running, our sellers received their plan documents and quotas in late February or March for a year that started on 1 January. US-based software company, 260 quota carriers in eleven couNoor Esposito · 3 replies · 1mo ago

Executive CompensationSharing the one-page decision record our remuneration committee now usesAfter a difficult audit of our remuneration report two years ago, where we could not reconstruct why the committee had made a particular adjustment, I introduced a one-page record for every decision. Anonymous member · 2 replies · 2mo ago

New Member WelcomeTwo of us, 900 employees, and every reward job from pensions to bonus lettersI am one of a two-person reward team at a logistics company based near Rotterdam, around 900 employees across warehousing, transport and an office. My colleague looks after pensions and the works counCamille Quintero · 3 replies · 2mo ago

Executive CompensationLong-term incentives in a family-owned group where issuing shares is off the tableFourth-generation family-owned engineering group based in Austria, around 6,000 employees and EUR 1.4bn revenue. The family will not issue equity to non-family managers. We have for the first time a cDana Whitfield · 2 replies · 3mo ago

Executive CompensationPre-IPO equity in a PE-backed software business: what happens to the sweet equity at listing?I am the first reward hire at a private equity backed software business headquartered in the UK with about 1,100 people. A listing is planned within 18 to 24 months. The top 35 managers hold sweet equNadia Haddad · 3 replies · 3mo ago

Sales Compensation · AnsweredPaying the same rate on renewals as on new business: are we overpaying?Trade media and events business in the UK. About 50 sellers sell advertising, sponsorship and data subscriptions. Roughly 65% of each year's revenue is renewal of last year's customers, and we pay 6% Petra Lindqvist · 6 replies · 3mo ago

Sales CompensationShould enterprise and SMB sellers be on the same pay mix?We are a 900-person software and services company in Bengaluru selling into India and the Gulf. Until now every seller has been on 60/40 base to variable. We are splitting the team: 25 enterprise accoPetra Lindqvist · 3 replies · 3mo ago

Executive CompensationWhat dilution limit are investors accepting for a new share plan in Singapore?We are a mainboard-listed logistics group in Singapore putting a new performance share plan to shareholders next April. The old plan allowed up to 15% of issued shares over its ten year life, which isNadia Haddad · 1 reply · 3mo ago

Executive CompensationIs twelve months' salary and target bonus still normal severance for a listed CFO?Swiss listed medical devices company, about CHF 2bn market cap. We are hiring a CFO from Germany and her advisers have asked for a twelve month notice period plus a termination payment of twelve monthNadia Haddad · 2 replies · 3mo ago

Executive CompensationSetting a three-year EPS range for PSUs when the order book only covers nine monthsUS-listed capital goods manufacturer, about $7bn in revenue. Half of our PSU award is on cumulative three-year earnings per share. The business is cyclical and visibility beyond nine months is poor. TDana Whitfield · 2 replies · 3mo ago

Sales CompensationThe windfall clause we finally got to stick, after two that did notI run reward for a telecoms provider in the Netherlands with around 140 sellers in the business segment. Twice in five years we tried to limit payout on an unexpected large deal and twice we backed doPetra Jansen · 4 replies · 3mo ago

Sales Compensation · AnsweredGlobal account manager and local rep both want full credit on the same dealIndustrial distributor in the US, about 220 sellers, of whom 12 are global account managers. When a global customer places an order through a local branch, the local territory rep services it and the Ximena Keller · 5 replies · 4mo ago

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