Reducing Sales Compensation Overpayments About the Customer The customer, one of Canada’s largest banks, provides personal and commercial banking, wealth management, insurance, investor services, and capital markets products and services on a global basis. The Challenge Over 1,000 investment retirement planning agents at the bank sell mutual funds and GICs (Guaranteed Investment Certificates). As is common in the financial sector, agents sell a large number of investment products, for which they are compensated according to complex formulas. Sales commissions are commonly shared among multiple team members or split amongst two individuals; they vary depending on the customer’s tenure with organization, and are contingent on the continuous investments made by the customer. When

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