---
title: How to use your sales compensation plan to boost sales performance
description: Anna Krasniewska Shahid of CEB discusses several interesting concepts related to using the sales compensation plan to improve sales performance.
---

[![](https://www.netcommissions.com/hubfs/Netcommesions/NetCommissions_logo.jpg)](https://www.netcommissions.com/)

**(888) 873-5814** [Home](http://netcommissions.com/) [Feedback](http://classic-migration-sandbox-138744.hs-sites.com/feedback) [Customer Login](https://secure2.netcommissions.com/login/)

# Sales Performance Management Best Practices Blog

# How to use your sales compensation plan to boost sales performance

Posted by [Jerry Hegarty](https://www.netcommissions.com/blog/author/jerry-hegarty) on Wed, Jul 17, 2013 @ 13:07 PM

- [Tweet](https://twitter.com/share)

A recent production from [World@Work ](http://www.worldatwork.org/waw/home/html/home.jsp)that touches on several very interesting concepts related to using the sales compensation plan to improve sales performance. 

In the following interview, Anna Krasniewska Shahid of CEB touches on several compelling topics; plan perception vs. pay, payout curve optimization & guidance on team based incentives and sales compensation.

The perception of the sales comp plan by the sales force is a bigger driver of performance than the actual payouts and can be linked more closely to performance. Perception in this case is defined by three dimensions; Fairness, Risk (Base/Variable mix) & complexity.

Other tidbits worth highlighting; 

**Payout curves;** The steepest part of your plans pay curve should occur in the 95-105% achievement range, Many plans reserve this bump for the higher performance levels, but Anna argues that for the best performers, other factors will have more performance leverage than pay.

**Team based incentive comp**; If using a team based measure, being able to tie an individual's contribution to the team's performance can be a much more powerful performance motivator than a broader shared measure.  

When it comes to minimizing complexity and building trust in the fairness of the plan, nothing beats **clear communication** !

[![Click me](https://no-cache.hubspot.com/cta/default/138744/e9883785-7ade-4ddf-88b6-92f537b049b9.png)](https://cta-redirect.hubspot.com/cta/redirect/138744/e9883785-7ade-4ddf-88b6-92f537b049b9)

 Topics: [Sales Comp Plan Fundamentals](https://www.netcommissions.com/blog/topic/sales-comp-plan-fundamentals), [EVP/Sales Leader](https://www.netcommissions.com/blog/topic/evp-sales-leader), [CFO/Finance Leader](https://www.netcommissions.com/blog/topic/cfo-finance-leader), [Sales Compensation Professional](https://www.netcommissions.com/blog/topic/sales-compensation-professional), [CEO](https://www.netcommissions.com/blog/topic/ceo), [Human Resources](https://www.netcommissions.com/blog/topic/human-resources), [Sales Professional](https://www.netcommissions.com/blog/topic/sales-professional)

## Subscribe

The NetCommissions Sales Performance Management Blog covers all aspects of Sales Compensation & Performance. **Join your peers **from companies like **DHL,  Monster & Novartis** and join now!

### Browse by Tag

- [Accuracy (5)](https://www.netcommissions.com/blog/topic/accuracy)
- [CEO (43)](https://www.netcommissions.com/blog/topic/ceo)
- [CFO/Finance Leader (56)](https://www.netcommissions.com/blog/topic/cfo-finance-leader)
- [Channel Commissions (3)](https://www.netcommissions.com/blog/topic/channel-commissions)
- [Commissions for distributors (2)](https://www.netcommissions.com/blog/topic/commissions-for-distributors)
- [Communication/Reporting (8)](https://www.netcommissions.com/blog/topic/communication-reporting)
- [CTO (25)](https://www.netcommissions.com/blog/topic/cto)
- [Data Quality (2)](https://www.netcommissions.com/blog/topic/data-quality)
- [EVP/Sales Leader (55)](https://www.netcommissions.com/blog/topic/evp-sales-leader)
- [Gross Margin (3)](https://www.netcommissions.com/blog/topic/gross-margin)
- [Human Resources (49)](https://www.netcommissions.com/blog/topic/human-resources)
- [Microsoft Dynamics 365 (1)](https://www.netcommissions.com/blog/topic/microsoft-dynamics-365)
- [Microsoft Teams (2)](https://www.netcommissions.com/blog/topic/microsoft-teams)
- [News (2)](https://www.netcommissions.com/blog/topic/news)
- [plan design (10)](https://www.netcommissions.com/blog/topic/plan-design)
- [RACI Chart for Sales Commissions (1)](https://www.netcommissions.com/blog/topic/raci-chart-for-sales-commissions)
- [RACI Chart for Sales Compensation (1)](https://www.netcommissions.com/blog/topic/raci-chart-for-sales-compensation)
- [RACI Chart for Sales Operations (1)](https://www.netcommissions.com/blog/topic/raci-chart-for-sales-operations)
- [Retroactive Adjustments (1)](https://www.netcommissions.com/blog/topic/retroactive-adjustments)
- [ROI (8)](https://www.netcommissions.com/blog/topic/roi)
- [SaaS Sales Compensation (7)](https://www.netcommissions.com/blog/topic/saas-sales-compensation)
- [Sales Comp Plan Fundamentals (31)](https://www.netcommissions.com/blog/topic/sales-comp-plan-fundamentals)
- [Sales Compensation Professional (58)](https://www.netcommissions.com/blog/topic/sales-compensation-professional)
- [Sales Operations (20)](https://www.netcommissions.com/blog/topic/sales-operations)
- [Sales Performance Metrics & KPI's (5)](https://www.netcommissions.com/blog/topic/sales-performance-metrics-kpis)
- [Sales Performance Reporting (12)](https://www.netcommissions.com/blog/topic/sales-performance-reporting)
- [Sales Professional (30)](https://www.netcommissions.com/blog/topic/sales-professional)
- [Sales Quota (4)](https://www.netcommissions.com/blog/topic/sales-quota)
- [SPIFF (2)](https://www.netcommissions.com/blog/topic/spiff)
- [Territory Management (2)](https://www.netcommissions.com/blog/topic/territory-management)
- [Timeliness (3)](https://www.netcommissions.com/blog/topic/timeliness)
- [Wholesale Distribution (2)](https://www.netcommissions.com/blog/topic/wholesale-distribution)

[![Click me](https://no-cache.hubspot.com/cta/default/138744/4f32be58-c6e6-43ce-beea-f8ea2555bd98.png)](https://cta-redirect.hubspot.com/cta/redirect/138744/4f32be58-c6e6-43ce-beea-f8ea2555bd98)

[![Click me](https://no-cache.hubspot.com/cta/default/138744/aaff191f-dda8-478b-a150-93d46e641e39.png)](https://cta-redirect.hubspot.com/cta/redirect/138744/aaff191f-dda8-478b-a150-93d46e641e39)

 

 

[![Click me](https://no-cache.hubspot.com/cta/default/138744/9a273da9-e3c4-4c96-99a0-4e99e40fc027.png)](https://cta-redirect.hubspot.com/cta/redirect/138744/9a273da9-e3c4-4c96-99a0-4e99e40fc027)

[![Click me](https://no-cache.hubspot.com/cta/default/138744/c66c4e8c-86ea-4e09-a3e2-9d9c1854fd87.png)](https://cta-redirect.hubspot.com/cta/redirect/138744/c66c4e8c-86ea-4e09-a3e2-9d9c1854fd87)

### Most Popular Posts

- [Home](https://www.netcommissions.com/home-1/)
- [Solutions](http://classic-migration-sandbox-138744.hs-sites.com/solutions/solutions)
- [Services](http://classic-migration-sandbox-138744.hs-sites.com/services/overview)
- [Resources](https://www.netcommissions.com/resources/resource-center/)
- [Partners](http://classic-migration-sandbox-138744.hs-sites.com/partners/program-overview)
- [About Us](http://classic-migration-sandbox-138744.hs-sites.com/about-us/overview)
- [Blog](https://138744.hs-sites.com/blog)
- [Privacy Policy](http://classic-migration-sandbox-138744.hs-sites.com/privacy-policy)

© 2015 NetCommissions™ - All rights reserved.