Problem:
A large division within your organization is the inside sales team. Currently there are 60 sales representatives and that number is growing. The Vice President of Sales and Marketing has come to you, as Director of Compensation and Benefits, to request a review of the pay structure for his staff. He has been given the directive to increase sales volume so that the company may continue to grow and achieve its goals. He has asked for your recommendations on an incentive plan that will increase performance.
When he requests work from an outside department, this VP always wants to make sure he agrees with how something is done, as well as the desired result. Write a 2-3 page proposal to the VP explaining the process you will follow to determine what incentive plan would work for a sales organization. Detail the factors you would consider in your review. Propose your recommendations for an incentive plan design. Specify the end result you would expect to achieve.