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Income Producer Plan 4: Pools Use pool payments when a group of income producers work together to realize shared income Some traders (currency, bond, electrical power,and many others) often work on a trading desk as part of a team A pool accumulates the earnings of the transactions executed by the income producersThis block of money is then distributed at the end of each performance period by a predefined formula or methodology as illustrated in Figure 5-7 Some organizations use a hybrid individual and pool model One hybrid approach features a commission paid to individuals for normal transactions and the earnings for mega deals partially allocated to a pool for distribution at the end of the performance period Another hybrid approach is to accumulate the pool based on performance, but allow manager judgment of individual contribution to affect some or all of the pool payout to participants Observations Pools are not widely used except for certain trading and financial markets Pools are not effective at driving (causing) team performance They are primarily a mechanism for sharing results
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Vocabulary Alert: Participation rate is a term often used for income producers to define their share of the income While this is the same idea as a commission rate, the implicit sense of ownership is reaffirmed by the use of the phrase participation rate, implying a shared ownership in the results a concept consistent with incentive compensation plans for income producers
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Traders Pool 25% of all trading earnings are accumulated in the Traders Pool
Traders Pool
Title Sr Traders Traders Trading Assistants
Portion of Traders Pool 50% divided equally 35% divided equally 15% divided equally
Figure 5-7 Traders Pool
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Income Producer Plan 5: Multi-Tier Marketing Multi-tier marketing uses the concepts of overrides and pyramids in a correct and positive fashion Each person gets paid a commission on sales The real money is found in recruiting a distribution network (pyramid) of people who sell products for which an override is paid The more sellers recruited, the more money earned through override payments An override provides proportional payment to the supervisorWith large distribution networks, several layers of sellers, supervisors, and managers make payments from one level up to the next level Observations Multi-tier marketers generally promote high energy and positive thinking but normally absorb high turnover Normally, several individuals have the potential to earn substantial income by building effective distribution and/or recruitment networks Seller costs are fully variable but long-term commitment is fleeting
Seller Category: Sales Representatives
In this section, we will examine numerous incentive formulas used for sales representatives Without close examination, it s easy to misclassify a sales representative as an income producer, and, therefore, provide an inappropriate pay programWe estimate that sales representatives account for over 90 percent of all sellers, while the remaining 10 percent are income producersAgain, here s a brief definition of the two categories of sellers:
Income producers: Income producers are sellers who control (own) their accountsThe product they sell is usually a commodity and is, therefore, undifferentiated The value of the business is the contacts and relationships of the seller with his or her customers Normally, an income producer arrives with a book of business and if he or she departs, he or she takes over 80 percent of the business with them Income producers are paid a percent of the sales production Funding for the incentive comes from sales results Competitive market comparison is made by assessing percentage paid, not by actual dollars earned
TLFeBOOK
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Sales representatives: Sales representatives sell a unique offering of the companyThe value to the customer is the company s products and services and not the salesperson Companies manage sales representatives pay to a target incentive amount For performance below goal, the pay is less than the target incentive amount For performance above goal, the incentive payment is above the target incentive amount
Sales Representative or Marketing Representative Some field customer contact jobs appear to be those of sales representatives but are, in fact, marketing jobs If the field person is executing a brand strategy such as providing product displays or training channel sales personnel without any influencing role, then the job might be a marketing job Marketing jobs can be eligible for add-on incentives, but normally not sales compensation
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