Is Your Sales Compensation Plan Pulling Your Top Reps Over for Speeding?

Posted by Brian Thompson on Wed, Nov 18, 2015

We create sales incentive plans so reps drive as fast as possible to generate results—we want them driving for sales at 100 mph at all times. However, when we introduce caps and decelerators, we are effectively getting in a police car and putting up the flashing red and blue lights behind them. Instead of being fully rewarded, the sales reps feel like they have been pulled off the highway and issued a ticket with real out-of-pocket costs to them. As a result, we run the risk of frustrating and demotivating our top performers who are “driving the fastest.”


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Back to Basics: Adding Accelerators or Decelerators to Your Incentive Compensation Plan’s Payout Formula

Posted by Mike Martin on Mon, Sep 29, 2014

In the prior blog post, we described how to design your incentive compensation plan’s payout formula, and we briefly mentioned the concepts of accelerators and decelerators.  At a high level, accelerators are used to encourage increased performance and decelerators are used to safeguard against significant overpayments. 


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