As you know, in sales compensation, performance drives bonus payout. It sounds simple, but there can be occasional challenges and disconnects that can hurt talent retention and sales force motivation. For example, it could be that, because of forecast uncertainty, the whole sales force wins or loses, reducing individual bonus differentiation. Maybe you have team selling situations that complicate how to differentiate bonus payouts from one team member to another, or your MBO ratings have little differentiation, which leads to little payout differentiation. Or perhaps your managers are all paid the same.
In my latest article for WorldatWork, I discuss some of these situations and how to differentiate pay without seeing too much differentiation in results.
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