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Articles from our experts about all things incentive compensation
  1. Dec 12, 2024
  2. 4 min read
Empowering First-Time Launchers in Pharma: Navigating the Path to Commercial Success
Discover how first-time pharma launchers can succeed with tailored GTM strategies, robust engines, and incentive compensation. Unlock potential with smart commercialization.

by Sujeet Pillai

  1. Nov 11, 2024
  2. 4 min read
The Hidden Secret of the Incentive Automation Industry
Discover the hidden secret of the incentive automation industry: how poor data management, manual processes, and a lack of transparency in alignments and crediting hinder effective automation. Learn why addressing this issue is critical for success.

by Sujeet Pillai

  1. Aug 05, 2024
  2. 4 min read
Inside the Mind of an Incentive Plan Expert: Neal Songer
In the changing incentive plan design and management, few voices are as experienced and insightful as Neal Songer, JD. With a career spanning over three decades in the pharmaceutical industry, Neal has witnessed dramatic changes in the landscape.

by Aishwarya Govalkar

  1. Jan 22, 2024
  2. 4 min read
Alternative Sales Compensation Software: The Aurochs Story
Celebrate the remarkable history of Aurochs Software, born from a vision to revolutionize sales compensation in healthcare. Discover our journey from identifying market gaps to creating a user-friendly, efficient software with innovative features like configurable eligibility. Explore the evolution of Aurochs Software, a leader in transforming sales compensation technology

by Sujeet Pillai

  1. Nov 27, 2023
  2. 4 min read
Select the Right Sales Incentives and Commission Automation Solution
Explore a complete guide to selecting Sales Incentives & Commission Automation Solutions. Dive into key considerations to drive sales teams.

by Priti Agrawal

  1. Apr 03, 2023
  2. 4 min read
The Benefits of Sales Compensation and Why Every Business Should Use It
Discover the compelling advantages of pharmaceutical sales compensation plans and why they're essential for business success in the industry.

by Aishwarya Govalkar

  1. Apr 03, 2023
  2. 4 min read
How to Create Effective Sales Performance Reports
In the world of business, sales performance reports are an essential tool for evaluating and monitoring the success of your sales team.

by Aishwarya Govalkar

  1. Apr 03, 2023
  2. 4 min read
How to Select a Tool for Sales Quota Management
Quota allocation tools are essential for pharmaceutical businesses to effectively manage their sales targets.

by Aishwarya Govalkar

  1. Feb 28, 2023
  2. 4 min read
Importance Of Sales Force Pay Mix and Its Impact on Sales Performance
Pay Mix covers a vast area of sales, impacting the overall sales performance of the employees. Learn how smart decisions boost sales while minimizing risks and expenses.

by Aishwarya Govalkar

  1. Dec 30, 2022
  2. 4 min read
Creating Fair & Effective Sales Compensation Plans
Competitive and effective sales incentives and compensation plans are critical for keeping the salesforce engaged and retaining top sales talent.

by Aishwarya Govalkar

  1. Nov 23, 2022
  2. 4 min read
Automating Sales Compensation for Pharmaceutical Success
With sales incentives plan automation, you can simplify various processes such as sales quota setting,sales alignment& crediting, incentive operations, incentive statement distribution, roster management, MBO management, incentive health tracking, etc.

by Sujeet Pillai

  1. Nov 18, 2022
  2. 4 min read
Maximizing Sales Success: Optimizing On-Target Earnings
Learn how On-Target Earnings (OTE) impact sales in the pharmaceutical industry, driving performance and attracting top talent.

by Amit Jain

  1. Nov 11, 2022
  2. 4 min read
 8 Best Practices for Pharma Incentive Compensation Management
Gain insights into achieving compensation process excellence with proven strategies and best practices for motivating and rewarding your sales teams.

by Amit Jain

  1. Nov 07, 2022
  2. 4 min read
Top 6 Incentive Compensation Management Challenges and Solutions
Navigating incentive compensation management challenges: Complex structures, quota fairness, data accuracy, compliance, alignment, and transparency solutions in this blog.

by Sujeet Pillai

  1. Nov 03, 2022
  2. 4 min read
Sales Compensation Strategies for Motivating Your Sales Team
Unlock success with tailored sales compensation tactics for Medical Devices sales teams, driving motivation and performance.

by Amit Jain

  1. Oct 03, 2022
  2. 4 min read
The Power of Management by Objectives (MBO) in Driving Sales Performance
Drive sales performance with Management by Objectives (MBO). Align goals, engage employees, and optimize results for success.

by Sujeet Pillai

  1. Sep 26, 2022
  2. 4 min read
Common problem with Excel spreadsheets in incentive programs
Designed for automating simple mathematical calculations, Excel spreadsheets were never designed to calculate incentives.

by Sujeet Pillai

  1. Aug 04, 2022
  2. 4 min read
Navigating Pharmaceutical Sales Ops with Management by Objectives
Maximize pharmaceutical Sales Ops' success with management by objectives through alignment, collaboration, and goal-driven strategies.

by Sujeet Pillai

  1. Aug 03, 2022
  2. 4 min read
Best Incentive Compensation Strategies for Pharma Sales Teams
Discover effective incentive compensation strategies for pharma sales teams, driving productivity and achieving desired outcomes.

by Amit Jain

  1. Feb 01, 2022
  2. 4 min read
The Unexpected Benefits of Being a Sales Compensation Software User
A comprehensive sales compensation management platform improves the overall effectiveness of your incentive program with the right combination of tools, people, and processes.

by Marketing

  1. May 23, 2022
  2. 4 min read
Safety & Hygiene Essentials for Incentive Operations
Quantitative metrics to ensure that plan is fair and continues to pay for performance. However, it is also important to review the overall quality of ongoing sales incentive operations.

by Marketing

  1. May 06, 2022
  2. 4 min read
It's time to revolutionize the way you manage your incentives; upscale your Incentive Management
Managing business transformation is difficult, but with a well-thought-out change management strategy in place, you’ll be well-positioned to advocate change in your company.

by Marketing

  1. Jan 19, 2022
  2. 4 min read
How does Sales Compensation Software fuel your success?
How does Sales Compensation Software fuel your success?

by Marketing

  1. Jan 25, 2022
  2. 4 min read
Guide to the different Sales Compensation Plans
In order to accomplish your organization's overall goals and objectives, you must devise strategies. To ensure growth and revenue, you must also determine a compensation plan.

by Marketing

  1. May 21, 2021
  2. 4 min read
Why Your Sales Incentive Program Isn't Working
To motivate employees and get improved performance you have to reward them. This philosophy has been ingrained in the very fabric of many companies which led to the building of sales.

by Marketing

  1. Sep 20, 2021
  2. 4 min read
Why Sales Incentives are Important?
Why Sales Incentives are Important?

by Marketing

  1. Jun 11, 2021
  2. 4 min read
Sales Performance Dashboard - More of an art than science
Great Sales Performance Dashboards deliver more accurate insights and in the right format. This helps get a holistic view across the funnel to encourage sales.

by Marketing

  1. Apr 16, 2021
  2. 4 min read
Sales Forecasting
Sales forecasting is a process of estimating future sales. It is based on historical data, industry trends, and current sales status.

by Marketing

  1. Jul 09, 2021
  2. 4 min read
Open Payments - A critical cog that ties Healthcare manufacturers with providers
https://aurochssolutions.com/open-payments-a-critical-cog-that-ties-healthcare-manufacturers-with-providers/

by Marketing

  1. Apr 09, 2021
  2. 4 min read
Key strategies to manage your territories well
Key strategies to manage your territories well

by Marketing

  1. Oct 19, 2021
  2. 4 min read
Incentive Compensation and the Role of Personalized Scorecards
Incentive Compensation plan serves as an important tool for motivating people and retaining outstanding salespeople.

by Marketing

  1. Mar 30, 2021
  2. 4 min read
Importance of data governance & management in data-driven organizations
Importance of data governance & management in data-driven organizations

by Marketing

  1. Dec 22, 2021
  2. 4 min read
How Technology is Helpful in Sales Effectiveness Transformation?
How Technology is Helpful in Sales Effectiveness Transformation?

by Marketing

  1. Jan 06, 2022
  2. 4 min read
How do you know your Incentive Plan is working?
What is more important is to make sure and realize if your incentive plan is working or not. Incentive programs are the most effective strategy to keep employees engaged and motivated.

by Marketing

  1. Aug 20, 2021
  2. 4 min read
Evolution of Clinical Trials - Part III
Clinical trials are a vast domain of research with lots of areas and topics to explore. This series of blogs started with a general overview of the Clinical trials space “Clinical Trials.

by Marketing

  1. Nov 15, 2021
  2. 4 min read
Evaluate the quality and fairness of your allocated sales quotas
Evaluate the quality and fairness of your allocated sales quotas

by Marketing

  1. Jul 23, 2021
  2. 4 min read
Clinical Trials: Profound Insight into Top 5 Therapeutic Areas
Over the years Clinical Trials have been carried out in various fields of research to find a remedy for diseases or research in particular therapeutic areas.

by Marketing

  1. Jun 18, 2021
  2. 4 min read
Clinical Trials and their Evolution
Over the past decade, there has been a lot of change in the way clinical trials have evolved. Data suggests that the focus has not only shifted in terms of therapeutic areas.

by Marketing

  1. Oct 05, 2021
  2. 4 min read
Automated Sales Incentive Solution: A Good Investment?
Automation has paved an easier but efficient path to success today. You will see it everywhere, right from assisting employees in better time utilization, creating better business.

by Marketing

  1. Jun 29, 2021
  2. 4 min read
Aurochs announces partnership with McAlign for enabling transformation of sales performance indicators of enterprises
Aurochs is proud to announce a strategic partnership with McAlign. McAlign is a leading global consulting organization that enables digital transformation of sales.

by Marketing

  1. Dec 28, 2021
  2. 4 min read
Aurochs announces Partnership with a multi-billion dollar open-source Software Enterprise
Aurochs announces Partnership with a multi-billion dollar open-source Software Enterprise

by Marketing

  1. Jun 03, 2021
  2. 4 min read
Aurochs announces a strategic agreement with leading biotechnology firm to improve productivity and sales effectiveness of their commercial teams in Europe
Aurochs announce a strategic partnership with a leading biotechnology firm to provide end-to-end Incentive Compensation services to their European commercial teams.

by Marketing

  1. May 28, 2021
  2. 4 min read
5 Innovative Sales Contests Ideas for Life Sciences Organizations
The motive of a sales contest is to promote positive and healthy competition while creating a competitive atmosphere in the sales team through gamification.

by Marketing

  1. May 25, 2021
  2. 4 min read
Aurochs - Incedo gets into partnership for fuelling growth and improving effectiveness of commercial functions of life sciences organizations
Aurochs - Incedo gets into partnership for fuelling growth and improving effectiveness of commercial functions of life sciences organizations

by Marketing

  1. Sep 07, 2020
  2. 4 min read
Structure of incentive payout curve
Structure of incentive payout curve

by mazhar_ansari

  1. Sep 24, 2020
  2. 4 min read
Press Release 2020/09/24 - Roster Manager - Aurochs Solutions’ newest business ready cloud platform
Aurochs Solutions is a new age tech company that provides cloud platforms, information management and advanced analytics for the life sciences industry.

by Marketing

  1. Sep 17, 2020
  2. 4 min read
Press Release 2020/09/17 - Aurochs Solutions launches innovative business solutions for the life sciences industry
Cloud solutions from aurochs come with stunningly sophisticated new age technology, are scalable, cost-effective and highly customizable.

by Marketing

  1. Sep 08, 2020
  2. 4 min read
Press Release 2020/09/08 - Aurochs Solutions launches operations & analytics support services for the life sciences industry
Aurochs solutions aims to deliver timely insights at significantly lower costs with new-age technologies and innovative service delivery.

by Marketing

  1. Aug 31, 2020
  2. 4 min read
Press Release 2020/08/31 - Aurochs Solutions introduces business ready cloud platforms for the life sciences industry
Data management, sales incentive calculations, and ICA analytics are just three areas where Aurochs Solutions provides platforms to help.

by Marketing

  1. Aug 17, 2020
  2. 4 min read
Press Release 2020/08/17 - Aurochs Software is now Aurochs Solutions
Aurochs solutions recently expanded its range of business ready cloud platforms specifically targeted at the life sciences industry.

by Marketing

  1. Dec 04, 2020
  2. 4 min read
MBO (Management by Objectives) as a strategic tool
MBO definition revolves around the use of non-sales-based performance measures. These plans are easier to communicate and also allow better control over sales incentive outflow

by Amit Jain

  1. Oct 19, 2020
  2. 4 min read
Kenneth Pieh on approaching challenges in medical devices during this pandemic
Due to the corona pandemic and several other natural disasters. In-person access had already been declining for the sales ecosystem and COVID-19 has just added gas to that fire.

by Amit Jain

  1. Oct 15, 2020
  2. 4 min read
Is making changes to your IC solution stressful?
We are going through a period of constant change and almost all organizations are experiencing the need of revamping their IC ecosystem

by Amit Jain

  1. Mar 08, 2021
  2. 4 min read
How to set volume-based sales quotas? (Part III)
We need to evaluate and make sure that the quota set for the field force is fair and achievable. Baseline product volume, growth are few variations that we need to keep in mind.

by Suruchi Kadam

  1. Feb 26, 2021
  2. 4 min read
How to set volume-based sales quotas? (Part II)
As an independent metric, volume growth is deceptive because it bases your analysis on absolute numbers without indicating how things might change over time

by Suruchi Kadam

  1. Feb 22, 2021
  2. 4 min read
How to set volume-based sales quotas? (Part I)
How to set volume-based sales quotas? (Part I)

by Suruchi Kadam

  1. Sep 09, 2020
  2. 4 min read
How to design your incentive payout curve?
Designing and implementing a payout curve that caters to both the need of the company and the aspirations of the sales personnel is a difficult, but not an impossible task.

by Sujeet Pillai

  1. Sep 29, 2020
  2. 4 min read
Has time come to change the way you manage your sales incentives?
2020 has been a landmark year for all the wrong reasons and has brought never seen like challenges to the fore. One of the most hit functions in the life sciences organizations has been the Sales Operations group.

by Amit Jain

  1. Sep 11, 2020
  2. 4 min read
Different types of sales incentive payout curves explained
As an extension to our learning and application of Payout Curves, With this article we will learn about different type of payout curves that are used widely in the pharma industry.

by Amit Jain

  1. Jan 11, 2021
  2. 4 min read
Build a real-time data lake with AWS Lambda, Redshift and Athena
As data sources grow even early-stage, pre-commercialization healthcare organizations need to adopt data stores, lakes and warehouses to enable analysis of prescription.

by Sujeet Pillai

  1. Nov 19, 2020
  2. 4 min read
A guide to increase ROI of your Incentive Compensation Solution
While identifying and implementing an enterprise grade incentive compensation solution suite, this article covers 5 key metrics to focus on Compensation solution.

by Sumeet Shah

  1. Feb 11, 2021
  2. 4 min read
7 Benefits Of Effective Roster Management
Roster is a list of current & previous employees along with the territory/geography assignments. Today, organizations no longer use paper rosters or complex spreadsheets.

by Amit Jain

  1. Mar 12, 2021
  2. 4 min read
5 types of sales quotas every sales operations personnel should know
Before setting your quotas, you need to determine which performance measures make sense to your business.

by Marketing

  1. Sep 16, 2020
  2. 4 min read
10 Incentive plan adjustment ideas to deal with a pandemic
10 Incentive plan adjustment ideas to deal with a pandemic

by Sumeet Shah

  1. Jun 28, 2016
  2. 4 min read
Various market potential markers to be used during sales quota setting?
Various market potential markers to be used during sales quota setting?

by Amit Jain

  1. Jun 25, 2019
  2. 4 min read
Press release 2019/06/26- Aurochs Software Launches New Management by Objectives (MBO) Software for Effective Management
Aurochs software recently launched its new version of MBO manager software for businesses and institutions to efficiently deploy non-sales based

by Marketing

  1. Jun 12, 2017
  2. 4 min read
Press release 2017/06/13- Aurochs Software Launches out-of-the-box Incentive Eligibility Management Solution
As part of our ic calculation engine, aurochs software announces the launch of its one of a kind incentive eligibility management solution.

by Marketing

  1. Jul 27, 2016
  2. 4 min read
Press release 2016/07/28 - Aurochs software launches its Objectives Management solution
Press release 2016/07/28 - Aurochs software launches its Objectives Management solution

by Marketing

  1. Mar 18, 2019
  2. 4 min read
Key metrics to consider while analyzing impact of mid-year plan parameter changes?
Aurochs Software’s IC Calculation engine has built-in capability to support modelling needs for different pharmaceutical clients and can also help with some ideas.

by Amit Jain

  1. Oct 13, 2015
  2. 4 min read
Is managing exceptions to incentive plans and localized disputes stressful?
Is managing exceptions to incentive plans and localized disputes stressful?

by Christopher Godwin

  1. May 29, 2016
  2. 4 min read
Interactive what-if incentive calculators improves alignment and engagement of your salesforce
A company can design a great incentive plan, but if it fails to communicate it effectively, it may not meet the desired end objectives.

by Amit Jain

  1. Nov 16, 2015
  2. 4 min read
How to organize your IC Operations?
For any incentive compensation program to be successful, a skilled team is required with right mix of technology, process and business expertise.

by Amit Jain

  1. Dec 19, 2016
  2. 4 min read
How to identify unfair sales quotas?
How to identify unfair sales quotas?

by Amit Jain

  1. Sep 07, 2015
  2. 4 min read
How to effectively estimate the cost of an inefficient / manual incentive management system?
Aurochs offers a customizable incentive system cost model to calculate how much money your business could save using our compensation system.

by Amit Jain

  1. Jul 17, 2017
  2. 4 min read
How to effectively design and manage MBOs / KSOs?
How to effectively design and manage MBOs / KSOs?

by Amit Jain

  1. Mar 03, 2016
  2. 4 min read
How to assess the effectiveness of your sales incentive program management?
Sales incentive compensation is one of the most well-funded functions in an organization driven by sales. The way performance is incentivized is the key factor.

by Amit Jain

  1. Jul 20, 2016
  2. 4 min read
Better sales call preparation ensues high performance
Essentially, pre-call planning shows potential as a great sales enabling behavior that would help MRs achieve greater sales performance. Making this a steady habit can help the organization.

by Amit Jain

  1. Jul 31, 2019
  2. 4 min read
Aurochs Software successfully completes SOC 2 Type II Audit
Aurochs software, a leading name in sales incentive management solutions for the healthcare industry, recently announced that it has successfully completed the soc 2 type.

by Marketing

  1. Sep 15, 2019
  2. 4 min read
Aurochs Software Launches Highly Intuitive Self-Managed Sales Target Setting Tool for the Healthcare Industry
Setting sales quotas continues to be a challenge for many sales organizations in the healthcare industry. With the help of aurochs solutions

by Marketing

  1. Oct 16, 2019
  2. 4 min read
Aurochs Software launches a new business intelligence solution – RepEye
Aurochs Software has again reiterated their goal of providing state-of-the-art solutions that are designed to enable the global healthcare industry to take control of their sales.

by Marketing

  1. Feb 18, 2018
  2. 4 min read
Are you struggling to manage complexity of your sales incentive plans?
Are you struggling to manage complexity of your sales incentive plans?

by Amit Jain

  1. Nov 22, 2017
  2. 4 min read
7 Signs Your Incentive Process Has Grown Beyond Spreadsheets
Implementing an automated sales incentive management solution results in reduced operating expenses and increased net selling time which boosts top-line revenue.

by Amit Jain

  1. Aug 24, 2015
  2. 4 min read
11 ways to address key compliance guidelines while managing sales incentives
Writing incentives can help pharma companies comply with regulatory guidelines and stop loss of money due to errors.

by Amit Jain

  1. Nov 30, 2015
  2. 4 min read
Press release 2014/12/01 - Jason Bryant, European Pharma Market Expert Joins Aurochs Software Advisory Board
Press release 2014/12/01 - Jason Bryant, European Pharma Market Expert Joins Aurochs Software Advisory Board

by Marketing

  1. Jun 17, 2015
  2. 4 min read
When is it important to consider changes to your sales incentive plan?
When is it important to consider changes to your sales incentive plan?

by Amit Jain

  1. Aug 17, 2015
  2. 4 min read
Press release 2015/08/18 - Christopher Godwin, US Pharma Market Expert Joins Aurochs Software Advisory Board
Chris has served as a partner and consultative resource for clients in the pharmaceutical, medical device, and DME industries for over 12 years.

by Marketing

  1. May 25, 2015
  2. 4 min read
Press release 2015/05/26- Aurochs launches its Quota setting solution - Aurochs Software
Aurochs software launches its quota setting solution self service module that helps pharmaceutical companies to efficiently set sales targets for their sales force.

by Marketing

  1. May 25, 2015
  2. 4 min read
Press release 2015/05/26- Aurochs launches its Quota setting solution
Aurochs software launches its Quota Setting solution- a self-service module that helps pharmaceutical companies to efficiently set sales targets for their sales force.

by Marketing

  1. May 04, 2015
  2. 4 min read
Press release 2015/05/05 – Aurochs Software launches its incentive plan health check module
Press release 2015/05/05 – Aurochs Software launches its incentive plan health check module

by Marketing

  1. Jan 07, 2015
  2. 4 min read
Press release 2015/01/08 Aurochs Software launches Rep-Eye, field reporting solution for incentive compensation
Press release 2015/01/08 Aurochs Software launches Rep-Eye, field reporting solution for incentive compensation

by Marketing

  1. Dec 18, 2014
  2. 4 min read
Press release 2014/12/19 – Larry Novacich, Sales Compensation Expert Joins Aurochs Software Advisory Board
Larry Novacich, sales compensation expert, joined the Aurochs Software Advisory Board yesterday. Larry is one of the pioneers in this industry.

by Marketing

  1. Feb 09, 2015
  2. 4 min read
Infographic - How healthy is your incentive operations?
Infographic - How healthy is your incentive operations?

by Amit Jain

  1. Jul 07, 2015
  2. 4 min read
Incentive Process Centralization : Source the solution that supports global but aligns local (Part 1)
The aim generally is to strive towards HQ driven incentive compensation administration and defragment of IC management across geographies within the organization

by Amit Jain

  1. Jul 21, 2015
  2. 4 min read
Incentive Process Centralization : Govern IC centrally leveraging operations best practices (Part 3)
HQ Regional is an independent consulting unit of HQ Global with headquarters in Berlin. HQ Regional provides solutions for companies..

by Jason Bryant

  1. Jul 14, 2015
  2. 4 min read
Incentive Process Centralization : Design the global IC guidance while allowing local variations (Part 2)
Incentive Process Centralization : Design the global IC guidance while allowing local variations (Part 2)

by Amit Jain

  1. Aug 31, 2014
  2. 4 min read
How to improve the accuracy of your sales incentive payouts?
While selecting a software vendor for incentive compensation management you should be looking at is the ability of the vendor to deliver software with the right quality architecture

by Amit Jain

  1. Jan 21, 2015
  2. 4 min read
Do's and don'ts to consider while setting sales quotas?
sales leadership and the operations teams face a difficult job of setting fair but challenging quotas. As a company, you want your sales team to meet their quotas.

by Amit Jain

  1. Oct 17, 2014
  2. 4 min read
Do you constantly worry about managing incentive process exceptions? (Part 2)
The pharma industry is rapidly changing and in order to stay on top of the dynamic business environment, it's important that you're aware of these common exceptions.

by Amit Jain

  1. Oct 17, 2014
  2. 4 min read
Do you constantly worry about managing incentive process exceptions? (Part 1)
Are IC exceptions slowing down and complicating your IC process? Semis, small and medium-sized pharma's use Excel spreadsheets to manage their IC administration.

by Amit Jain

  1. Sep 25, 2014
  2. 4 min read
How to assess health of incentive plan operations?
How to assess health of incentive plan operations?

by Amit Jain

  1. Sep 11, 2014
  2. 4 min read
Strategies to adjust incentive compensation plan and parameters for new hires
Life sciences industry is undergoing an evolution where several new pharmaceuticals/biotechnology startups are trying to commercialize ...

by Amit Jain

  1. Jul 31, 2014
  2. 4 min read
Press release 2014-07-31 - Launching Aurochs - Intuitive, Pharma-ready Sales Compensation Software
Press release 2014-07-31 - Launching Aurochs - Intuitive, Pharma-ready Sales Compensation Software

by Marketing

  1. Oct 10, 2014
  2. 4 min read
Drive behaviors using incentive payment qualifiers and modifiers
Good incentive plan design is based on agreed upon core business principles and objectives across different stakeholders such as Sales, HR, Finance, & Operations.

by Amit Jain

  1. Oct 01, 2014
  2. 4 min read
How to effectively design incentive plan communication strategy?
One of the key factors for Incentive Compensation programs to succeed is clear communication and presentation to different stakeholders in a structured manner.

by Amit Jain