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Compensation Planning

Create Compensation Plans That Drive Sales and Strategic Goals

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Immediate Benefits

In complex businesses with multiple customer-facing roles, your sales compensation management system must blend a range of quantitative and qualitative incentives.

You’ve set target compensation for your key sales roles and decided the mix between base and variable compensation. Now it’s time to determine the variable pay incentives that will motivate your sales professionals to excel again the company’s most important goals.

In addition to revenue, you may way to reward accomplishments such as new product sales or new customers acquired in a key market segment. And you may opt to add accelerators or multipliers for outstanding performance.

Many Sales and Finance leaders first become interested in sales compensation management (SCM) software because of the striking gains in efficiency and accuracy it brings to the calculation, distribution, and reporting of commissions. Beyond these very real operational benefits, SCM software contributes powerful strategic value to organizations.


Component of a Sales Representative’s

Sales volume is almost always a major component of a sales representative’s variable compensation. Even so, companies have multiple goals that are vital to their success.

Higher Rate on Services Sales

If the company has invested in professional services talent, the plan may pay a higher rate on services sales.

New product Rollout

For a new product rollout, an additional fixed amount may be paid for each sale that includes the new product, helping to quickly build a reference base.

Sales Development

A Sales Development Rep may receive a monthly bonus for converting a specified number of leads into qualified opportunities.


Limitless Flexibility

Compensation Software

It’s critical that your sales compensation software can handle the myriad types of compensation that you want to incorporate in your plan – to focus your sales team on the company’s marketing and business priorities.

Company’s Business

From the beginning, Iconixx designed its sales compensation software to support any combination of pay components, rules, calculations, aggregations, and sequencing that might be required to align sales with your company’s business strategy and customer engagement model.

Sales Compensation

Iconixx is flexible enough to automate even the most complex and varied sales compensation plans. If you can conceive a plan, Iconixx can automate it — the software is that dynamic.

Common Scenarios

Customize Plans for New Sales Roles

For a new business field rep, the optimal plan might be a 30/70 salary/commission mix, with 75% of commission based on revenue and 25% based on the number of new accounts. For a sales engineer, it may be a 60/40 mix with a commission determination of 50% revenue, 25% demos, and 25% evaluation by sales managers. Iconixx Sales lets you design plans to precisely match the way you want to motivate each role.

Accelerate Compensation to Maximize Results

Establish a tiered rate structure in which commission rate increases after specified quota or sales thresholds are achieved. Tiers can be based on a commission rate metric or a separate metric. Multipliers (e.g. 1.10x) can be used instead of or in combination with tiers.

Balance Sales Priorities with Bonuse

To smooth revenue over the year, add quarterly or monthly attainment bonuses to motivate reps to book business without delay. To advance against qualitative measures, implement MBO or other goal-based bonus. To promote collaboration, introduce a team-based bonus.

Bound Territories to Fit your Sales & Engagement Models

Define sales territories easily and with complete flexibility by any imaginable set of characteristics: geography, named account, and product. Iconixx lets you track whatever your organization demands, whatever matters to you.

“We are pleased to be leveraging the benefits of Iconixx. The Iconixx team has earned our confidence by presenting us with a quality tool to manage our incentive compensation strategy.”


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Our average activation period is a mere 10 weeks, so you needn’t worry about excessive down time.

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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.

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.

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.

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.