Every sales role has a distinct purpose, and incentive plans are designed to align with those strategic objectives. While no two sales compensation plans are identical, seven core formula designs appear across organizations. Understanding these foundational pay methods will help you advise stakeholders and design plans that drive performance.

This session explores the most common formula designs—Producer/Market Maker, Commission Formula, Bonus Formula, ICR and Quota Bands, Linked Designs, Team Incentives, and Manager Pay Plans—and how each supports specific sales strategies and objectives.

Key Takeaways:

•  Identify the seven fundamental sales compensation formula types.
• Understand how and when to apply each formula based on sales strategy and role design.
• Learn how to combine formula components to create balanced, results-oriented incentive plans.