The State of Incentive Compensation Management 2022

More than ever, it has become crucial to examine sales compensation plans and program management to ensure alignment towards a high performing – and highly engaged – sales team.

To explore current practices and perceptions around incentive compensation management (ICM), Varicent retained a third-party research firm to conduct a study. The research includes responses from 300 managers and leaders across multiple industries and company sizes.

For purposes of the study, we define ICM as including the functional job roles, focus areas (disciplines), and technology responsible for managing incentive compensation.