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The data include, for each employee in the analysis, information on pay (base pay and/or an appropriate total compensation construct) and potential “drivers of pay.”

Workspan : Let’s talk about executive compensation for a moment.

Action Items In order to create a coherent conversation on compensation, leading organizations now offer tailored training for managers on their role in how the compensation program works and how to communicate it effectively.

Companies that handled it best took a number of steps, such as: Defining a cross-functional and cross-geo steering committee to assess and design sales compensation changes;;Investing in digital capabilities to better administer, communicate and implement their sales compensation plans;;Simplifying their compensation plans by eliminating measures and mechanics; and;Improving the alignment of their sales compensation plans to overall business strategy (including changes in strategy), from a data-driven perspective, as opposed to relying purely on philosophy and “gut” beliefs.; Workspan: The pandemic has obviously affected the way companies and leaders approach sales compensation.

An August 2022 survey on sales compensation trends by sales software firm QuotaPath, for instance, found that distrust is pervasive in the profession: 75% of more than 300 sales representatives surveyed said they don’t believe they’re fairly compensated, and 44% said they’re not motivated by their firm’s current compensation plan.

For this edition, we’re focusing on sales compensation strategies with Winnie Roberts, MBA, CSCP, vice president of sales compensation at McKesson Corp., the $309-billion diversified healthcare services company that partners with biopharma companies, care providers, pharmacies, manufacturers and governments.

Related Courses This learning experience is part of WorldatWork’s suite of Excel mastery courses, which include: Advanced Excel Skills for Compensation Professionals;Analyzing & Automating Rewards Data with Excel;Creating a Dynamic Incentive Modeling Tool;Designing Powerful HR Dashboards;Dynamic Arrays: Excel Turbo Charged;Excel Skills for Compensation Professionals;Excel Power Query;Job Titles & Grades: Creating an Interactive Matrix in Excel;Working Smarter & Faster with Excel Formulas; Policies View our Return/Cancellation policies and more here .

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Step 1: Identify Key Compensation Decision Scenarios The path from philosophy to consistent execution begins with codifying the compensation decisions your organization faces.

There are benefits to having both consistency and flexibility in sales compensation plans, and businesses will need to find a balance between the two.