I recently collaborated with a Netsuite consulting firm to overhaul their sales compensation plans, addressing misalignment where some sales reps were overpaid and others underpaid. This misalignment did not support their company goals. Using the CX Compensation Framework, I led a strategic realignment process to rectify these issues and ensure the compensation structure supported business objectives.

We began by identifying gaps in the existing plan, focusing on aligning compensation with key business KPIs to ensure all sales roles had clear, measurable objectives. The methodology emphasized simplicity, transparency, and motivating desired behaviors. We implemented a linear payout scale with well-defined floors and caps, promoting equitable and performance-driven compensation.

The realigned compensation plan invigorated the sales team, directly improving performance and morale. By aligning compensation with strategic goals, the firm saw enhanced productivity, increased employee satisfaction, and better financial results, setting the stage for continued success. =