SOLUTIONS | SALES COMPENSATION PLANS | OVERLAYS

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Sales Compensation

Designing compensation plans that reward collaboration, support strategic account coverage, and ensure earnings equity.

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Key Compensation Design Considerations

Shared Account Coverage

How should compensation account for shared contributions from Territory and Overlay reps to account performance?

Uneven Overlay Support

Not every territory receives the same level of overlay coverage, creating potential fairness concerns.

Number of Territories Supported

Overlay reps may support vastly different levels of complexity depending on the number of territories assigned.

Sales Credit Allocation

The methodology used to allocate credit directly impacts motivation, behavior, and collaboration.

Overlay Sales Contribution

Plans must distinguish meaningful overlay impact from broader market effects.

Earnings Equity

Compensation should remain equitable across roles while recognizing differing responsibilities and influence.

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