www.optymyze.com Copyright © 2015 Optymyze. All rights reserved. Challenges Changes in the market and new product introductions were not adequately reflected in the existing sales compensation plan, and the acquisition of a competitor required blending two sales forces that had been paid under totally different incentive compensation concepts, one paid based on a commission rate and the other paid based on quota attainment. Management faced fundamental problems: • Structure of commission payments did not support the company’s evolving sales strategy • Misalignment of performance and payments created substantial overpayments, especially for under performers • Lack of internal resources to find and fix errors and inconsistencies in payment of sales professionals Management lacked

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