WHAT DO WE DO?
Weeks Consulting Group, LLC (WCG) specializes in the evaluation and design of sales and incentive compensation programs. Virtually any position that generates results that can be objectively measured can be paid under an incentive compensation plan. WCG is in the business of helping companies of all shapes and sizes develop and implement compensation plans that work effectively and efficiently at encouraging the behavior you need to meet your company goals.
Companies within the same industry typically use plan designs which follow a similar format. Some use commissions or overrides, some use goal or quota based plans, while others rely on discretionary incentive plan designs. Sometimes these are a fit, but often times, they are not. We are intimately famililar with these options, and their advantages and disadvantages. We can help you build a new plan, or evaluate your current plan design and move (as needed) to the plan format that best fits your position, your business, and your administrative systems.
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| | Where to Begin?
Our services begin with YOU! Every position is different, every situation is different. We understand the options and how to design and implement them, but we can't begin without a clear understanding of what your situation is, what issues you are dealing with and what you are trying to accomplish.
We offer a variety of approaches that will accommodate virtually any timetable and any size company. We'd be happy to review your current plan and provide you with an expert's opinion. What are its strong points? Does it need changing or is it already the best fit for your situation. What if anything could be changed to improve it? Or, if you are convinced that it is not working well for you, we'll design a new one with you that will fit your situation. Other companies' plans are certainly helpful as a place for inspiration or ideas, but their company is not your company. Let us help you develop the approach that best fits your business.
Not every position is suitable for a sales or incentive plan. We can help you decide that too! We have designed plans for single incumbent positions and plans that applied to over 15,000 people. We can work together to help you develop a plan design that fits your business and your current needs.
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Why Consider Applying or Revising Sales and Incentive Compensation? Sales and incentive compensation is the most potent tool in any manager's arsenal. Goals, strategies, management meetings, contests, recognition, and all the other elements of any job have an influence, but they all fall short compared to pay. Your pay plan sends the strongest message you have about what behavior you expect.
Unsure whether incentive compensation can work for you? Give us a call and let's discuss. Not every position is appropriate for incentive compensation. We'll help you decide based on our 25 years of experience helping hundreds of executives make the same decision. Do you have a plan but you're not sure it works well? Or just wanting someone to chat to about your sales or incentive plans? We can help! Give us a call for a free initial consultation.
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| Getting the Right Compensation Plan for Your Business
Of the many tools that managers have at their disposal, incentive compensation is by far the most effective tool for encouraging the performance you want. Consider the impact of an annual incentive. About November, employees begin to look back at what they were expected to do for the year. They wrap up any unfinished business, they determine their reasons for not completed those assignments they can't or didn't finish, and they become more attentive to the person making their compensation decision. When that decision comes, they come to work early for a while if they feel good about the decision. They may even vow to work even harder next year if the decision was in their favor.
When the decision is not in their favor, they may work harder to make up for it. Or, depending on the individual, they may minimize their contribution while they consider the outcome. When the incentive payment was based on discretion, they will look to rationalize it based on their perception. When it was an objective one, they know what is coming and they have no surprizes. Setting an effective sales or incentive plan helps drive behavior all year long. Having a successful discretionary plan is entirely dependent on the quality of the manager to whom they report. Which type of plan would you trust your business to in order to get the behavior you need for your business to succeed?
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| Overcoming Pay Challenges inToday's Economy
This is a difficult time to be in sales and a difficult time to be managing a sales organization. If you cut your sales force, you cut your revenue. In some industries, your sales force may be starved for new sales and therefore starving for income. History can provide some guidance. By looking at the historical income of your sales team, we can help you determine what is the most appropriate option to take. Do you guarantee income, lower goals, shrink your sales force, or stay the course? Or, do you go all out to grab market share while your competitors are trying to decide what to do next. Call us for help in determining what option works best for you.
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