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Design win selling occurs during the product design cycle prior to the actual manufacture and purchase by the original equipment manufacturer (OEM) customer.

Our sales compensation team needs visibility to those changes not only for alignment with the globally driven changes, but to allow sufficient runway for analysis and solution design based on sound sales compensation design principles.

But when an organization wants to design a new compensation program and seeks information on “best design practices,” the benchmarking process becomes more difficult.

Their approach quantifies how intentional, lifecycle-focused rewards design drives retention, innovation and loyalty.

By leveraging this approach, companies can simplify the job design and sales compensation update process, as well as determine whether each unique job is appropriately categorized to improve plan alignment.

She explained an individual or team must be tasked with designing and managing the program, including recruitment, logistical coordination and regular check-ins with participants.

McMullen: Based on the research, organizations should consider: ;Reassessing reward strategy alignment with business and talent priorities;; ;Moving beyond generic market positioning toward intentional differentiation;; ;Preparing for transparency by strengthening reward narratives and governance;; ;Piloting skills-based and segmented pay approaches;; ;Building HR capability in analytics and AI-enabled reward tools; and,; ;Treating communication as a core design element, not an afterthought.; While reward outcomes (pay increases and incentives) appear stable, the strategy, design and communication of rewards are not fit for future challenges.

“The real advantage is that AI has the power to free up valuable time for higher level work, enabling us to focus on strategic decision making and program design.

Planning and Designing a Sales Compensation Plan There are several factors to consider in designing a sales incentive compensation plan.

.; Often, companies have a corporate sales compensation policy statement and even design principles, which inform the design of sales compensation plans.