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(See columns B–E in Figure 1.)

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If the training conundrum can’t be immediately solved, focusing on six key points can help you navigate the sales incentive design process and implement an effective incentive program much like an “expert” would. 1) Know What You are Trying to Accomplish A seasoned compensation expert knows that effective comp design is driven by an organization’s decisions on strategy, market coverage and job roles.

Sales incentives are one piece of a larger business strategy, and one that should support the rest of the organization (such as go-to-market models, pricing, etc.) in response to the impact of tariffs.

It also works when stock prices only go up, as was the case with Microsoft in the 1990s, which created many millionaires and, thus, role models to be copied by others.

Before COVID struck, we all began noticing a shift of the traditional hierarchies that have long served as the model for corporate life.

In terms of the organization model, this involves reviewing how the business is designed as well as how work and jobs are designed and organized.