Aurochs Solutions

News & Blog Post

Category: Incentive Compensation Management

Change Management

Is making changes to your IC solution stressful?

Almost 70% of change initiatives fail and less than 1/3rd achieve clear success. A lot of it can be attributed to inflexibility & rigidity of existing incentive compensation solutions to adapt to change and resistance from stakeholders because of painful past change management experiences. Change management failures also result in introduction of parallel tools and rise in manual processes. This blog speaks about the need for sales organizations to look at new age out-of-the-box, no-code solutions that can be an effective partner to the sales operations team, adapt rapidly to ever-changing needs and automate new processes that are introduced over time.

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10 Incentive plan adjustment ideas to deal with a pandemic

We have lived through these unprecedented times of a global pandemic and are now approaching the planning period for the next fiscal. After the rude shock that everyone experienced, it is imperative for businesses to appropriately react from a future standpoint. Sales reps are now getting more worried of their pay checks over catching an infection. What is your organization planning to do about it? Here is a list of options to choose from now that we are past the hiccups and have a grasp of the magnitude of the situation.

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Sales incentive payout curves
Commercial Excellence

Different types of sales incentive payout curves explained

During a highly fluid and uncertain global business situation it’s imperative for businesses to design their payout curves right. Basis of the nature of business and markets we operate in there are different types of curves that do justify every sales reps performance. This article walks you through different types of payout curves and helps you choose the best one for your business.

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design incentive payout curve
IC plan design

How to design your incentive payout curve?

A traditional incentive payout curve delivers different payout amounts for performance between minimum (threshold) level of performance and excellence (“superior” or “stretch”) level of performance. Usually, a curve is designed with additional elements such as threshold, target slope, excellent slopes and Cap to pay out 100% of an employee’s incentive opportunity on achieving the target. This article walks you through on ways of accounting these elements while designing your payout curve right.

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