White Paper

A Roadmap to Success: Five Guiding Principles to Incentive Compensation Planning

Incentive Compensation, Sales Force Effectiveness

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Attracting and retaining productive and satisfied sales representatives is paramount to the success of any commercialization effort. Likewise, the sales force incentive plan (IC Plan) is critical to achieving these goals. When properly designed, the IC Plan is an investment that promotes exceptional behavior and motivates sales reps to exceed expectations. In addition, it leads to greater rep satisfaction, encourages company loyalty, and serves to attract talent to the company.

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