From Spreadsheets to Smart Incentives

Manufacturing sales compensation is rarely simple. Direct sales teams, channel partners, and field service operate with different incentive structures, while commissions, rebates, and performance data often remain fragmented across spreadsheets and disconnected systems.

This playbook explores how manufacturers can move from manual compensation processes to a more integrated and intelligent approach – turning incentives from a back-office calculation into a tool to drive sales behavior, product mix, and margin.

Inside the playbook:

• The 8 incentive compensation challenges specific to manufacturing
• A maturity path from spreadsheets to smart incentives
• How to calculate the real cost of manual compensation
• Principles for designing incentives that steer margin and behavior
• A practical checklist for modernizing your compensation processes

Download the playbook and discover how to build a smarter incentive compensation model for manufacturing.