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Is (Incentive) Compensation a Villain Of the Credit Crisis

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Is Compensation a Villain Of the Credit Crisis is the title of a recent post on the US Banker website.

“While compensation was not THE cause of the current credit crises it certainly can be viewed as a significant contributor.”

The idea is that today, bank’s incentive compensation plans are mostly based on the current year’s revenues.  However, most trading profits are from revenue streams spanning multiple years.

The authors recommendation is to audit incentive plans to identify and remove features that incent short-term behavior.  He also makes several other recommendations including:

  1. Executives should have significant personal capital at risk
  2. Current cash and long-term reinvestment in the firm should match the firms’ lines of businesses generating its profit
  3. Take back incentives if deals do not go through (only incent when actual profit is made)
  4. Ensure executives understand and take risk ownership
  5. Measure performance for the entire firm
  6. Develop talent from within and build a long-term culture.

Not bad ideas, but I’m sure financial institutions have many very smart people considering this as well.

When I read this article, I was wondering, could compensation really have a significant role in the credit crisis?

Investment bankers earn a lot of money…  A lot of people in the financial sector receive (received?) huge bonuses.  But let’s take for example Lehman Brothers.  In 2006, along with many other investment banks, Lehman Brothers had a stellar year: it paid its average employee $335,441 and reported a fourth-quarter profit of 1 billion.   This is after of course, paying 8.87 billion in salary to its 26,000 employees.  Goldman Sachs has even more ridiculous figures; it paid its 26,400 staff an average of $622,000.  Two years later, Lehman files for bankruptcy.

So, how much can we blame “crazy” compensation versus bad risk management?  I’m not a financial analyst, and I’m not pretending to understand the entire issue…  However it seems logical that a firm such as Goldman Sachs, who paid almost twice as much in average compensation in 2006, should be hit equally hard by the credit crisis as another firm such as Lehman Brothers, if compensation was such a major factor.

Goldman Sachs Performance

Goldman Sachs Performance

It turns out that while Goldman Sachs was affected by the credit crisis, it is not in such a bad shape…  despite having paid its employees more.  And this proves that…  the credit crisis is a very complex problem, and that maybe, maybe compensation is not such a “significant” contributor to the credit crisis.

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Sales Performance Management Glossary

Sales Compensation Best Practices in the Banking Industry

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Last week I attended the Accenture/Callidus Webinar “Industry Banking Best Practices for Maximizing Your Customer Value and Sales Behavior“. Below is a summary of some of the information that was discussed. I will leave out Callidus Wachovia’s case study for another post and focus on Accenture’s point of view.

Kirk Coleman, senior executive at Accenture discussed how the Banking industry was facing many issues and challenges. Regardless of the current market situation, customer expectations keep rising. Those who can exceed these expectations will have an opportunity to distinguish themselves from the competition.

Best Practices

  • Drive an incentive culture, not a bonus culture
  • Focus on the right employees
  • Timely delivery of rewards
  • Support capability development
  • Plan for a journey - not a “project”

Tests that banks should perform regularly to check and maintain their effectiveness:

  • Top performer’s pay relative to the market
  • Pay dispersion between top and average performers
  • Pay and performance correlation
  • Alignment of payouts with key financial/marketing objectives
  • Variability of incentive compensation year-over-year
  • Speads of quota attainment versus plan spread
  • Relevance and controllability of performance measures
  • Time spend correcting payouts

Kirk noted that behavior of customer facing employees is increasingly important in the banking industry. Developing capabilities across channels is important to avoid improving in one while losing in another.

Another point that Kirk stressed is the importance of timely delivery of rewards. Many banks have quarterly and annual bonus, but in these cases it is difficult for payees to see the relationship between their incentive pay and their behavior. In many cases a monthly incentive strategy would be more appropriate to be able to re-enforce the desired behaviour.

Kirk concluded by saying that Sales Compensation is essential for banks to effectively align sales force behavior with their goals.

I found an additional paper by Accenture “Sales Performance Management: Enterprise Incentive Management from Accenture” which adds some details to the topics covered by Kirk during the presentation.

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Upcoming Free Webinar: Industry Banking Best Practices for Maximizing Your Customer Value and Sales Behavior

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A free webinar “Industry Banking Best Practices for Maximizing Your Customer Value and Sales Behavior” will be hosted by Callidus Software and Accenture on Wednesday April 23rd at 11:00 EDT.

Learn about banking industry best practices from Accenture to ensure that your front line sales people are selling efficiently and effectively - and selling the right products to the right customers. Together with strategies and best practices, you’ll also learn how other financial services organizations are using the latest solutions and technologies to optimize these processes, and achieve competitive advantage.

For additional information and to register for the event go to: http://www.callidussoftware.com/go/08/banking-best-practices-to-maximize-sales/

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Sales Compensation Best Practices in the Banking Industry
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