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Compensating and Structuring Sales Forces Across Industries

Providing sales compensation plan design services and sales effectiveness consulting of the highest quality at a reasonable price

Sales Incentive Compensationwith Elliot Scott Consulting

Elliot Scott has over 25 years of sales compensation consulting experience and has served dozens of clients across industries in the U.S. and around the world. This experience allows us to work efficiently and effectively, with no work handed off to junior sales comp consultants. We bring a wealth of knowledge and proven strategies to the table, providing the same work as larger consulting firms but at higher quality and significantly lower cost.





Higher Quality

Nothing is handed off to junior consultants

Highest level of ownership and accountability

Highly experienced in all aspects of the work

From concepts to analysis to communication

Lower Cost

Low overhead


Incentive Compensation

Our Incentive Compensation services help organizations develop performance-driven reward systems that align with business goals and motivate their sales teams. Our thorough and proven approach ensures that your compensation strategies not only incentivize the right behaviors but also support sustainable business growth. Our scope of services includes:

Incentive Plan Audit

We provide implementation and communication plans, detailed plan documents, communication presentations, compensation statements, and incentive calculators.

Incentive Plan Assessment

Detailed assessment of strengths and weaknesses of current plans and needs for the future. Includes interviews, data analysis, and document review.

Detailed Plan Design and Costing

Full plan design, or re-design, resulting in complete, unambiguous designs that can be implemented immediately.

Incentive Plan Communication

We provide implementation and communication plans, detailed plan documents, communication presentations, compensation statements, and incentive calculators.

Plan Design Workshop

4-8 hour session to review existing plans and their strengths and weaknesses, and then move quickly to plan re-design.

Incentive Compensation Training

We offer incentive compensation training to individuals or groups, tailored to meet your needs.

Sales Effectiveness and Efficiency

The objective of our sales effectiveness consultant work is to improve the efficiency and effectiveness of your go-to-market model. Listed below are some specific services within this practice, but the work is highly tailored to individual client needs.

Maximizing your sales force’s performance is key to achieving your business objectives. Our services provide organizations with the right tools and insights to enhance their sales operations, performance, and customer relationships. Our scope of services includes:

Customer Segmentation & Targeting

We provide implementation and communication plans, detailed plan documents, communication presentations, compensation statements, and incentive calculators.

Sales Role & Organization Design

Determine what types of sales roles would be best for your objectives and optimal reporting relationship to achieve targeted sales results for each customer segment.

Sales Process Assessment & Design

Analyze and modify current sales processes with regard to the optimal assignment of roles to tasks, expected timing, and return on effort. Re-configure to align with business changes.

Sales Force Sizing & Deployment

Based on the current workload and market potential, determine the optimal number of resources in each role and design territories that maximize results.

Quota Setting

Analyze and improve current quota setting and quota management processes to deliver fair and accurate quotas.

Why Our Clients Trusts Us

“Elliot is that rare person who can do it all to make a sales compensation program successful – from grasping the strategic business issues, analyzing facts and data, developing creative solutions, articulating implementation requirements, and communicating it all to the critical stakeholder audiences. He can do this because he is gifted in thinking and writing as well as quantitative modeling; he draws on years of experience with clients in various stages of their growth cycle, in a wide array of industries that employ complex sales channels in their go-to-market strategies. Because of this, his recommendations are based on facts and experience, and he is able to build a business case that clients can use to seek approval for change. He can further assist them in their change efforts when implementing new programs because he is such an effective communicator. In addition, he is a pleasure to work with, because he never shirks work or accountability, while maintaining an affable and relaxed demeanor.”

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"Elliot is an expert in compensation structures and plans. His work for Solugenix Corp was of very high quality. In addition to the technical knowledge needed to design the right compensation plans for the organization, Elliot's experience as a consummate consultant facilitated the smooth communication of the plan. I would highly recommend Elliot for any review, design and rollout of comp plans in a service organization."

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Solugenix Corp


“I had the pleasure of working with Elliot on the design of a new compensation plan for our sales force when we went through a major reorganization. His ability to understand our business quickly and his attention to detail was a real asset to the entire team. The new compensation plan has been very successful and used as a model in the redesign of our European sales organization.”

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“Elliot is a consummate professional, results orientated and highly customer focused. Elliot has extensive expert knowledge in Sales Compensation & Market trends. Elliot worked extremely well in a short time frame to understand our business needs and ensured the project finished on time and on budget and continued post project to ensure the project was a success.”

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“Elliot has strong design and analytical skills and was able to build rapport with management by understanding key strategies and communicating effectively. He is responsive and tailors solutions to client needs.”

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“Elliot completed a comprehensive market study/custom survey on sales incentive plans for our Consumer Healthcare Division. The study was very well received by the senior sales management team and resulted in us making some critical changes to the plan design. Elliot's expertise was much appreciated.”

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“Elliot brings a wealth of subject matter expertise and effectively applies it in a context of corporate priorities and initiatives. Working with Elliot has enabled us to effectively develop new sales incentive solutions. The collaborative approach of co-creating solution with the organization has enabled effective implementation”

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"I had the opportunity to partner with Elliot, when in my capacity as CHRO, I needed to hire a sales compensation consultant to help us create a new sales incentive plan to more effectively incentivize performance among our salesforce. Elliot worked with us to pulse key stakeholders for an internal scan, pulled together external market and industry trends in effective sales incentive plan design, and then worked with us to scope out a set of optional configurations for review against prior year in-house salesforce data, and ultimately select the right plan configuration for us. Elliot worked so closely with our team throughout the process - his talent and capability is unquestionable; really. The results were impressive every step of the way and the outcome is awesome. But what made the process such a success was his pragmatic, data-oriented, and attentive approach. He never hesitated to quickly answer a follow-up, was always keen to weigh in on points where perspectives would diverge, and truly, I don't think we would have had near the success we did had it not been for his partnership. Today, we presented the final product to our salesforce, and I could not be more confident that we landed with the best possible SIP design for our company's needs in this moment. I'd highly recommend him to anyone looking to partner on SIP rollout - and would work with him again in a heartbeat!"

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New York Magazine


"I recently had the pleasure of working with Elliot on a sales compensation program. He was incredibly easy to work with and quickly came up to speed on a highly specialized business. The comp plans he developed and presented to top management were insightful and helped accomplish all of our objectives for the project. I would definitely use Elliot’s services again in the future!"

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Lapine, Inc.


"Elliot's work is succinct and his ability to understand the business drivers in a quick manner are second to none. We worked with Elliot to devise a sales compensation strategy that he was able to turn around in rather short order after building a model that demonstrated his complete understanding of where revenue is generated in our business. He knows when to drive the discussion to a logical outcome and ensures understanding along the way. He is truly a master of the art of sales compensation."

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Ascension Health


“Elliot's workshop on the theory and practice of sales incentive compensation theory and practice was highly engaging and informative. It was a great opportunity to share and test ideas and it put our sales compensation planning on a good trajectory."

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"Elliot was masterful at simplifying a complex sales compensation plan in a short amount of time. When our direction shifted unexpectedly, Elliot regrouped quickly and offered sage solutions. Elliot is a pro and delivered great perspective and value to our design team project."

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First Energy Solutions


“Elliot shared his vast experience generously. The training was very well structured, with a clear methodology and perfect materials.”

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Abu Dhabi Islamic Bank


“The presentation slides are the best I have even seen for the following reasons:

  1. The fonts are easy to read.
  2. The designs of slides are reader-friendly.
  3. The materials are organise in a systematic and logical order.
  4. The right amount of content. It is not too brief that make people cannot recall the concepts after re-read in future. It is concise and informative. (not many presenters can strike the balance)

I enjoyed the class very much.”

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Folec Communications, Brunei


Our Perspective on Best Practices for Sales Compensation

Discover our informed viewpoint on the gold standard approaches to sales compensation, rooted in decades of industry experience.

An incentive plan must do two things well:
  • Align with the responsibilities of the job.
  • Support the financial and strategic objectives of the company.
Plans need to change as the business evolves.
Use the following sequence for designing incentive plans:
  • Determine which roles should be eligible.
  • Set target total cash.
  • Determine salary-incentive mix at target.
  • Determine target upside.
  • Select performance measures.
  • Design payout mechanics for each measure.
  • Ensure crediting rules are clear and unambiguous.
  • Conduct rigorous cost analysis to minimize unintended consequences.
Use established methodologies and frameworks for each of the above.
Eliminate unnecessary complexity to enhance plan effectiveness.
Communicate the plans thoroughly and professionally at all levels of the organization.
  • Do not underestimate the communication challenge.
The primary measure should be a volume measure, e.g., revenue, contract value.
Pay for objective results.  Avoid paying for behaviors in the incentive plan.
There are two basic types of plan mechanics.  Each is appropriate in different circumstances, and they can be combined:
  • Commission:  Incentive is earned as a % of revenue or $ per unit.
  • Quota bonus:  Incentive is earned based on % quota attainment.

Let us know how we can help you drive the results you need.

Schedule a free one-hour consultation to discuss your issues, needs, and objectives in detail. We look forward to helping you design programs that drive results and meet your strategic and financial objectives.

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