Aurochs Solutions

News & Blog Post

Category: Incentives

Commercial Excellence

MBO (Management by Objectives) as a strategic tool

Management by objectives (MBO); strategic model with clear objectives agreed to by management and employees with an aim to improve the organization’s performance. They are also known as management by results (MBR) and were first popularized by Peter Drucker in his 1954 book, “The Practice of Management”

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Business Intelligence

Has time come to change the way you manage your sales incentives?

Sales Operations / Commercial Excellence plays a critical role in any organization as they draw insights from the unstructured and unorganized information to improve the overall ROI and efficacy of sales & marketing spend. Inflexibility & rigidity of their existing incentive compensation system has been a major hurdle in this process. This leads to increased dependence on solution providers and impedes the overall outlook towards changing existing IC ecosystem. This blog speaks about similar challenges and the desired state one should try to achieve.

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structure of incentive

Structure of incentive payout curve

Designing a payout curve is one of the most important steps to ensure that the incentive plan is aligned to broader corporate goals and has enough potential to entice salespeople to sell more by incorporating understanding of the selling process and competitive environment. This article walks you through the fundamentals of payout curves and the elements associated with it.

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