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Key Takeaways Organization growth can complicate sales compensation design.

Building the Right Compensation Package In addition to the standard salary and performance bonuses, Canavan said the building blocks should be: retention incentives, which organizations can address through real or “phantom equity” (a type of compensation award that references equity, but does not entitle the recipient to actual ownership in a company); a long-term cash bonus plan; or split-dollar life plan, which allows the sharing of the cost of a premium for a permanent life insurance policy.

Save Reuse Permission After the pandemic caused a tumultuous 2020, compensation practices are starting to return to normal at most organizations.

But regardless of the organization’s compensation program, employees should always know how their choices about location will affect their overall compensation, said Vince Cordova, a partner in Mercer’s Mobility Practice.

This approach, however, should make compensation and HR professionals cringe because it fails to consider the danger of grounding compensation philosophy and programs in individual employees rather than in jobs.

Indeed, when asked if employees understand their organization’s compensation philosophy, 53% of 1,064 organizations responding to WorldatWork’s Compensation Programs & Practices Survey said most don’t.

Speakers for the session “PepsiCo, SBI and Varicent: Building a Revenue Performance Engine — Integrating Sales Compensation and Planning for More Sustainable Growth” included (pictured above, from left to right): James Mulligan, head of incentives product marketing at Varicent;Sean Meeks, partner at Sales Benchmark Index (SBI);John Waldron, CSCP, total rewards and global compensation director at PepsiCo; Waldron, who has more than 25 years of sales experience, has spent the last 10 in sales compensation .

Member Only Access Member Only Access No Results Found Please try a different combination of filters or categories. ;; ;; ;; ; Workspan Magazine, December 2024 -January 2025 Inthisissue: Compensation staff size; bonus backfires; childcare benefits; predictions on coming rewards strategies; self-funding sales compensation; more.

For WorldatWork Members How to Navigate Tariff Uncertainty with a Responsive Sales Comp Strategy , Workspan Magazine article;Managing Change — Sales Compensation Takes the Lead , Workspan Magazine article;Sales Performance Management , research;Sales Compensation Programs and Practices , research; For Everyone 6 Keys to Help You Design Sales Comp Plans Like a Pro , Workspan Daily article;Comp Strategies for New Sales Hires: Balancing Motivation and Finances , Workspan Daily article;Certified Sales Compensation Professional , certification;Sales Compensation: Foundation and Core Principles , course;Sales Compensation Course Series , course; NEW!

Save Reuse Permission Editor’s Note: Workspan Daily will be publishing a monthly executive compensation column from Willis Towers Watson for the benefit of our readers and to encourage further discourse on topics vital to compensation professionals.