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Iconixx Insights BlogIncentive Compensation Management

3 questions to ask when developing an incentive compensation plan

By August 21, 2013June 11th, 2024No Comments

Smart executives know the value of incentive compensation plans. These plans motivate workers, increase sales and can change company behavior for the better. Developing an effective program, however, requires thoughtful planning and development. So where should an executive begin when drafting a plan for an incentive compensation management plan? Keep reading to find three questions an executive should ask themselves when developing an ICM program: 1. Does the plan align behavior with company objectives? A strong ICM plan does more than just motivate salespeople to bring in more revenue – a good program will also help guide a company toward achieving objectives and staying in line with its mission statement. For example, if a company has an objective to expand sales into a new region, an executive can use an ICM plan to steer focus and sales toward expansion in a new area. 2. Do employees understand the plan? When initiating a new incentive compensation plan, it’s vitally important that employees understand the changes that will be made to the company. A VP of sales or other supervisor should hold a company-wide meeting to explain the changes, take questions and welcome comments from their workforce. Employees need to fully comprehend the plan in order to live up to the goals a company sets forth, so one meeting may not be enough. Before launching into a new plan, executives should draft a guide so workers can reference the document at any time if they have questions. 3. How will a company track progress? Once an ICM plan is put in place, VPs of sales should be able to track its success as well as the progress employees make under the new program. Compensation planning software can help companies successfully track employee performance, product sales and more. Each day, an executive will be able to see how well the plan is working and can tweak it to bring out the best performance from every worker.

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Ballast Point Ventures

Ballast Point Ventures is a later-stage venture capital fund established to provide expansion capital for rapidly growing, privately owned companies in diverse industries, with a particular emphasis on companies located in Florida, the Southeast, and Texas. The BPV partners have more than 70 years of combined experience investing in and building high-growth companies in a number of industries, including healthcare, business services, communications, technology, financial services, and consumer goods. BPV has $200 million under management and seeks to make equity investments ranging from $3 million to $10 million.

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Harbert Management Corporation

Harbert Management Corporation seeks to generate superior returns for their investors by identifying and investing in the most promising early growth stage companies in the Southeastern U.S. HMC seeks to capitalize on what it believes are compelling regional dynamics, such as a strong and fast-growing economy, significant research and development activities, and an established entrepreneurial community. The HMC team combines substantial investment, advisory, and operating experience with capital and networking contacts to support great entrepreneurial teams in successfully executing their growth plans. With offices in Birmingham, Alabama; Richmond, Virginia; and Gainesville, Florida, it’s well positioned to partner with entrepreneurs throughout the Southeast.

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KBH Ventures

KBH Ventures was an early investor in Iconixx Software. KBH's investment philosophy plays a significant role in the firm's successful track record. KBH believes in running businesses to be cashflow positive and profitable every month. Startups and companies in a startup mode, such as one that has been purchased in distress, are expected to generate revenue within the first six months and reach profitability within the first 12 to 18 months. KBH also only invests in or acquires companies that are in the startup phase or have less than $20 million in revenues. KBH targets technology companies that offer business-to-business services.

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S3 Ventures

S3 Ventures is an early expansion and growth stage venture firm with $200 million under management. It’s focused on information technology solutions that solve large business problems. S3 also invests in medical devices that improve the human condition. S3 invests in category-defining opportunities. It partners with the team and help focus methodically on what it takes to build a successful company. S3 today helps talented entrepreneurs take their technology and market knowledge and form valuable businesses in a repeatable fashion. Investment sizes start at several million or more for Series A, B, and C financing.