Why Considering Past Performing KPIs in Incentive Plans

Organizations explore numerous methods to optimize their sales incentive plans which drive employee performance and engagement due to the competitive nature of today’s sales market. Although forward-looking targets receive attention from most companies, organizations gain strategic benefits by utilizing Key Performance Indicators that have shown past success. Organizations that integrate historical sales data into incentive programs can develop compensation structures that are both personalized and motivating while maintaining fairness across their sales teams.