“We want to foster a more aggressive pay for performance environment and provide a holistic incentive compensation approach across the entire organization”

• A need to transition from base salary (primarily) to base plus incentive

• A need to develop incentives to be aligned with aggressive company goals

• Unclear goals and objectives for many employee segments

• Unclear linkage between individual roles and overall business objectives

• Fragmented and unclear pay philosophy; no comprehensive pay philosophy spanning all employee groups

• Developed comprehensive rewards philosophy covering all employee segments across four divisions

• Identified key drivers of profitability for each division/function/role

• Used value tree analysis to determine appropriate performance metrics that aligned to corporate objectives

• Developed an employee incentive program for all functional areas

• Assessed selling prominence and clarified roles for all sales positions

• Designed sales incentive plans for each selling role across four divisions

• Developed plan documentation and supporting training and communications materials