Any component that is deficient or not in place must first be upgraded or developed before the program can be effectively implemented. The Business Plan and Sales Plan are developed interactively. They guide deployment of agency resources and establish the goals used as the baseline performance metrics. Both the Position Description and Employment Agreement are tied to one another and to the Business Plan and the Sales Plan, and also to the agency policies and functional procedures. Once performance is reported and measured, compensation is computed and paid.
Compensation comprises five levels.
Salary is usually at market value for the position, discounted to establish the performance baseline. Individual incentive is tied directly to individual performance and is paid on the same schedule as salary. Team incentive is tied directly to team performance and is proportioned to each team member if that member's goals were met. It is paid quarterly. This is created as a fixed amount or a percentage of any pre-tax profit.