This document discusses linking employee performance, performance management, and rewards. It outlines 3 keys to achieving this link: 1) replacing incentives with value-sharing to promote partnership over pay-for-performance, 2) employing a total compensation structure for flexibility and alignment, and 3) adopting a total rewards approach beyond just pay. It emphasizes establishing clear performance and compensation frameworks, embracing agile performance management, and communicating expectations and rewards as part of an irresistible organization that engages employees as partners in value creation.
2. 22
Today’s Presenter:
Ken Gibson
SeniorVice President
(949) 265-5703
kgibson@vladvisors.com
23201 Lake Center Drive, Suite 207 ⬧ Lake Forest, CA 92630 ⬧ 949-852-2288
www.VLadvisors.com ⬧ www.PhantomStock.com
3. 33
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4. 44
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6. 66
23201 Lake Center Drive, Suite 207
Lake Forest, CA 92630
(888) 703 0080
www.vladvisors.com
www.phantomstock.com
www.bonusright.com
Headquartered in Lake Forest, CA
Founded in 1996
Over 600 clients throughout North America
7. 77
Core Issues
Business change is exponential.
Performance management
reinvention is a symptom.
Domino effect.
Pay implications.
8. 88
Do You Really Need to Worry?
“A January 2018 survey of 1,000-plus C-suite executives found that
attracting and retaining talent is their number-one concern, outranking
anxiety over the threat of a global recession, trade war, and even
competitive disruption.” (Moneyball for Business, Fast Company, September 2018,
Austin Carr)
9. 99
Do You Really Need to Worry?
“Nearly 70% of business leaders participating in a new global survey said the
current talent pool is shrinking. As a result, the competition for talent has
increased, forcing employers to change their recruiting strategies.” (“Study: Shrinking
Talent Pool Has Recruiters shifting Strategies,” HR Dive, October 5, 2018, Valerie Bolden-Barrett)
10. 1010
The Irresistible Organization
…The employee-work contract has
changed: People are operating more like
free agents than in the past. In short, the
balance of power has shifted from
employer to employee, forcing business
leaders to learn how to build an organization
that engages employees as sensitive,
passionate, creative contributors. We call
this a shift from improving employee
engagement to a focus on building an
irresistible organization.
Deloitte 2015 Study & Report
13. 1313
3 Assumptions for 3 Keys to Work
You Have a Clear
Performance Framework
You Have a Well-Defined Pay
Philosophy
You Have Embraced a New
(& Improved) Performance
Management Strategy
14. 1414
3 Keys
1. Replace Incentives with
Value-Sharing
2. Employ a Total
Compensation Structure
3. Adopt a Total Rewards
Approach
17. 1717
Business Framework
Phase One
Define Growth Expectations
(Vision)
▪ Key outcomes that must be achieved
Define Business Model and
Strategy
▪ Performance Engine
▪ How the company will compete
▪ Where are growth opportunities?
Identify Roles and Expectations
▪ Establish Performance Criteria
▪ Define “Success”
Business
Framework
18. 1818
Compensation Framework
Phase Two
Establish a pay
philosophy
▪ Expansive vs. Selective—or
Hybrid
▪ Define what the company is
willingto pay for
Engineer a pay strategy
▪ Structure
▪ Mindset
Adopt a “Total Rewards”
Approach
Compensation
Framework
21. 2121
Establishing Clear Beliefs about
Compensation
Pay Philosophy: A written statement of
what the company is willing to “pay for.”
Should be tied to value creation.
22. 2222
Compensation Philosophy Statement
How value creation is defined.
How value is shared—and with
whom.
Market pay standards.
How guaranteed pay and value-
sharing will be balanced.
How short and long-term value-
sharing will be balanced.
When or if equity will be shared.
How merit pay is defined.
24. 2424
Wealth Multipliers vs. Wealth Creators
Wealth Creators
Profitability focus
Recruit to skills and
experience
Pay is an expense to
be managed
Salaries and total pay
should be “at market”
“Pay-for-
performance”
Wealth Multipliers
Accelerate value
creation
Recruit premier talent
that fits performance
framework
Pay is an investment
that should produce a
growing return
Market pay for bench
marking but pay
philosophy drive
comp strategy
Sharing value with
value creators.
25. 2525
The Value of Profit
Wealth Multiplier
Profits
Future
Business
Employees Shareholders
26. 2626
A Sense of Partnership
Translates to a Growth
Multiple
The Value of Profit
Wealth Multiplier
Profits
ShareholdersFuture
Business
Employees
29. 2929
What Has Been the Result?
Away with Old Systems
▪ Accountability for past behavior at the
expense of improving current
performance.
▪ Excessive time devoted to holding
meetings, completing forms, creating
ratings.
▪ Managers influenced by personal biases.
▪ Impact of appraisal on compensation
influences feedback.
30. 3030
What You Should be Doing
In with New Systems
▪ Emphasis on speed, agility and constant
(ongoing learning).
▪ Focus on continuous building of the
workforce.
▪ Emphasize mentoring and coaching
instead of assessing and correcting.
▪ Transition from measuring performance
to improving performance.
31. 3131
3 Keys
1. Replace Incentives with
Value-Sharing
2. Employ a Total
Compensation Structure
3. Adopt a Total Rewards
Approach
33. 3333
VisionLink’s Experience
Hundreds of plans
Based on the standards embraced by major industries, consultants, and
HR professionals for nearly a century
When examined—not proving effective (not improving productivity)
33
34. 3434
The Data
World at Work 2016 Survey
Only 10% of responders indicated
they felt their annual incentive plan
was effective.
35. 3535
Why?
“…when financial incentives are
applied to increase…motivation,
intrinsic motivation diminishes. A
meta-analysis of 128 independent
studies conclusively confirmed this
effect.”
(“Stop Paying Executives for Performance,”
HBR, February 23, 2016)
35
36. 3636
Hmmm…
Traditional incentive plans aren’t
effective
But you have a commitment to your
employees
Can you simply raise salaries and
compete for talent . . . and create a
pay-for-performance culture?
So, what are you to conclude?
36
37. 3737
Results, not Methods
"You cannot hold people
responsible for results if you
supervise their methods.“
(Stephen R. Covey)
"You cannot hold people
responsible for results if you pay
them for their methods.“
37
39. 3939
Value-Sharing Breeds Partnership
Value Sharing Concept
“We are part of a team. If we all work
together we will generate greater
success. That success will be shared with
everyone that helps the company
succeed.”
When structured appropriately, value
sharing programs are perceived as a
partnership.
40. 4040
Transitioning from Incentives to Value Sharing
The premise should be to promote value
creation and value-sharing:
▪ “When you help us create value you
participate in that value”
▪ Define value creation around the
shareholders’ most important goals
42. 4242
Dual Focus
Peter Drucker once wrote that the
manager’s job is to keep his nose to the
grindstone while lifting his eyes to the hills.
He meant that every business has to
operate in two modes at the same time:
producing results today and preparing for
tomorrow. (Ken Favaro, Strategy+Business)
43. 4343
1 Philosophy, 2 Rewards Periods
1. Short-Term Performance (12
months or less)
Short-Term focuses on rewarding profit
2. Long-Term Performance
(over 12 months)
Long-Term focuses on rewarding
business value increase
44. 4444
2. Employ a Total Compensation Structure
A total compensation
structure gives you a
comprehensive view of all
compensation and benefit
plans and ensures
operational integrity.
45. 4545
Performance Management Must Be Agile
Rapid innovation is a source of
competitive advantage which
means future needs are
continually changing.
Projects are short-term and
tend to change along the way,
so employees’ goals and tasks
can’t be plotted out a year in
advance with much accuracy.
46. 4646
The Need for Pay Agility
Compensation Solution
Create a rewards strategy that
is flexible and combine it with
an operational structure that is
enduring.
47. 4747
Flexible but Enduring
Look at compensation
strategy as you would an
investment portfolio.
Individual pay
components are your
“asset classes.”
As things change, adjust
weighting of each asset
class.
48. 4848
Start With Pay Strategy Alignment
The role of each pay component in
relation to others within the
comprehensive compensation strategy is
coordinated and clear.
49. 4949
Eight Components of Pay
Benefits
Core benefits
Executive benefits
Qualified retirement plans
Supplemental retirement plans
Compensation
Salary
Performance incentives
Sales incentives
Growth incentives
Incentives should be in the form of value sharing.
50. 5050
Salary
Performance
Incentives
Sales
Incentives
Growth
Incentives
Core Health
& Welfare
Plans
Executive
Benefit
Plans
Qualified
Retirement
Plans
Nonqualified
Retirement
Plans
Salaries
Competitive with market standards?
Tied to strong performance management process (merit)?
Managed within a flexible but effective structure?
Performance Incentives
Tied to productivity gains?
Clear, achievable and meaningful?
Self-financing?
Sales Incentives
Challenging yet achievable?
Reinforcing the right behaviors?
Differentiating your offering?
Growth Incentives
Linked to a compelling future?
Supporting an ownership mentality?
Securing premier talent?
Core Benefits
Responsive to today’s employee marketplace?
Allocating resources where most needed?
Evaluated to eliminate unnecessary expense?
Executive Benefits
Flexible enough to address varying circumstances?
Communicating a unique relationship?
Reducing employee tax expense?
Qualified Retirement Plans
Giving employees an opportunity to optimize retirement values?
Operated with comprehensive fiduciary accountability?
Avoiding conflicts and minimizing expenses?
Nonqualified Retirement Plans
Optimizing tax-deferral opportunities?
Aligning long-term interests of employees with shareholders?
Structured to receive best possible P&L impact?
An Aligned
Compensation
Strategy
51. 5151
Form of Pay Purpose Standard Investment ROI
Salaries
Provide for the current cash needs
of our executives
40-50th percentile for
peer group
$500,000
Achieve ROA standard
of 0.75%
Short-term Incentives
Enhance current cash payments to
executives for achieving top and
bottom line annual goals
30-40% of base salary $168,000 (Target)
15% revenue growth
and 12% margin
Long-term Incentives
(Cash)
Retain execs; focus them on long-
term earnings growth; align with
shareholder interests; meet wealth
accumulation needs
15-20% of base salary $84,000 (Target)
Long-term growth in
earnings (double
earnings = share 13%
of new value)
Long-term Incentives
(Equity)
Retain execs; focus them on long-
term earnings growth; align with
shareholder interests; meet wealth
accumulation needs
15-20% of base salary $84,000 (Target)
Long-term growth in
earnings (double
earnings = share 13%
of new value)
Core Benefits
Meet basic security needs of the
executives
50th percentile for peer
group
$25,500 ROA of 0.75%
Executive Benefits
Enhance basic security needs and
meet market standards for
perquisites
50th percentile for peer
group
$24,000 ROA of 0.75%
Qualified Retirement
Provide wealth accumulation
opportunity for executives
40th percentile (3% of
salary)
$15,000 ROA of 0.75%
Supplemental
Retirement
Strengthen rewards value
propositionto help recruit and
retain executives; meet wealth
accumulation needs
30th percentile
compared to banks that
have plans
$135,000 ROA of 0.9%
53. 5353
Creating a Balance
Total Compensation Structure
Name Title/Position Tier Salary
Short-term
Incentive
Target
Long-term
Incentive
Target
Total Direct
Comp
H&W
Annual
Value
QRP
Annual
Value
Security
Plans Annual
Value
Total
Indirect
Comp TRI
Jason Smith CEO 1 $ 300,000 $ 120,000 $ - $ 420,000 $ 18,200 $ 8,000 $ - $ 26,200 $ 446,200
Lucy Jones VP Marketing 2 $ 210,000 $ 45,000 $ - $ 255,000 $ 16,200 $ 7,000 $ - $ 23,200 $ 278,200
Rick Miller VP Sales 2 $ 160,000 $ 85,000 $ - $ 245,000 $ 9,200 $ 6,000 $ - $ 15,200 $ 260,200
Janice Johnson CFO 2 $ 195,000 $ 40,000 $ - $ 235,000 $ 10,200 $ 5,000 $ - $ 15,200 $ 250,200
Maria York Director 3 $ 160,000 $ 10,000 $ - $ 170,000 $ 12,200 $ 4,000 $ - $ 16,200 $ 186,200
Frank North Director 3 $ 150,000 $ 10,000 $ - $ 160,000 $ 11,200 $ 3,000 $ - $ 14,200 $ 174,200
Ricardo South Director 3 $ 140,000 $ 10,000 $ - $ 150,000 $ 7,700 $ 2,000 $ - $ 9,700 $ 59,700
Simon Lewis Director 3 $ 130,000 $ 10,000 $ - $ 140,000 $ 8,700 $ 2,500 $ - $ 11,200 $ 151,200
$ 1,445,000 $ 330,000 $ - $ 1,775,000 $ 93,600 $ 37,500 $ - $ 131,100 $ 1,906,100
How are
these values
determined?
Why no LTI
to balance
the STI?
Should we be
addressing
these needs?
54. 5454
What Does It Tell You?
Total Rewards Investment (TRI) Allocation
TRI looks at each component of pay as a percentage of the total
Name Tier Salary STI% LTI% H&W% QRP% SP% TRI
Jason Smith 1 67.2% 26.9% 0.0% 4.1% 1.8% 0.0% $ 446,200
Lucy Jones 2 75.5% 21.4% 0.0% 7.7% 3.3% 0.0% $ 278,200
Rick Miller 2 61.5% 53.1% 0.0% 5.8% 3.8% 0.0% $ 260,200
Janice Johnson 2 77.9% 20.5% 0.0% 5.2% 2.6% 0.0% $ 250,200
Maria York 3 85.9% 6.3% 0.0% 7.6% 2.5% 0.0% $ 186,200
Frank North 3 86.1% 6.7% 0.0% 7.5% 2.0% 0.0% $ 174,200
Ricardo South 3 87.7% 7.1% 0.0% 5.5% 1.4% 0.0% $ 159,700
Simon Lewis 3 86.0% 7.7% 0.0% 6.7% 1.9% 0.0% $ 151,200
Salary STI% LTI%
H&W% QRP% SI%
55. 5555
Balanced Structure
Total Compensation Structure
Name Title/Position Tier Salary
Short-term
Incentive
Target
Long-term
Incentive
Target
Total Direct
Comp
H&W
Annual
Value
QRP
Annual
Value
Security
Plans Annual
Value
Total
Indirect
Comp TRI
Jason Smith CEO 1 $ 300,000 $ 75,000 $ 75,000 $ 450,000 $ 18,200 $ 8,000 $ 15,000 $ 41,200 $ 491,200
Lucy Jones VP Marketing 2 $ 210,000 $ 36,750 $ 36,750 $ 283,500 $ 16,200 $ 7,000 $ 10,500 $ 33,700 $ 317,200
Rick Miller VP Sales 2 $ 160,000 $ 60,000 $ 40,000 $ 260,000 $ 9,200 $ 6,000 $ 8,000 $ 23,200 $ 83,200
Janice Johnson CFO 2 $ 95,000 $ 34,125 $ 34,125 $ 263,250 $ 10,200 $ 5,000 $ 9,750 $ 24,950 $ 288,200
Maria York Director 3 $ 160,000 $ 16,000 $ 16,000 $ 192,000 $ 12,200 $ 4,000 $ 8,000 $ 24,200 $ 216,200
Frank North Director 3 $ 50,000 $ 15,000 $ 15,000 $ 180,000 $ 1,200 $ 3,000 $ 7,500 $ 21,700 $ 201,700
Ricardo South Director 3 $ 140,000 $ 14,000 $ 14,000 $ 168,000 $ 7,700 $ 2,000 $ 7,000 $ 16,700 $ 184,700
Simon Lewis Director 3 $ 30,000 $ 13,000 $ 13,000 $ 156,000 $ 8,700 $ 2,500 $ 6,500 $ 17,700 $ 173,700
$ 1,445,000 $ 263,875 $ 243,875 $ 1,952,750 $ 93,600 $ 37,500 $ 72,250 $ 203,350 $ 2,156,100
We’ve
reduced the
STI targets.
But we’ve
balanced with a
LTIP (wealth
creation).
This can
strengthen
partnership and
improve retention.
56. 5656
A balanced approach will typically appeal to premier
talent who hold a long-term view
Total Rewards Investment (TRI) Allocation
TRI looks at each component of pay as a percentage of the total
Name Tier Salary STI% LTI% H&W% QRP% SP% TRI
Jason Smith 1 61.1% 15.3% 15.3% 3.7% 1.6% 3.1% $ 491,200
Lucy Jones 2 66.2% 17.5% 17.5% 7.7% 3.3% 5.0% $ 317,200
Rick Miller 2 56.5% 37.5% 25.0% 5.8% 3.8% 5.0% $ 283,200
Janice Johnson 2 67.7% 17.5% 17.5% 5.2% 2.6% 5.0% $ 288,200
Maria York 3 74.0% 10.0% 10.0% 7.6% 2.5% 5.0% $ 216,200
Frank North 3 74.4% 10.0% 10.0% 7.5% 2.0% 5.0% $ 201,700
Ricardo South 3 75.8% 10.0% 10.0% 5.5% 1.4% 5.0% $ 184,700
Simon Lewis 3 74.8% 10.0% 10.0% 6.7% 1.9% 5.0% $ 173,700
Salary STI% LTI%
H&W% QRP% SI%
59. 5959
Compelling Future
The company’s
purpose and
mine are
aligned.
I see myself in
the company’s
future.
I have a “seat at
the table” in
determining
the direction of
the company.
I like the
direction the
company is
headed.
I embrace the
company’s
values.
I believe the
company can
achieve its
growth goals.
60. 6060
Positive Work Environment
I like the nature of the
work I’m doing.
I am working within my
unique ability.
My responsibilities have
strategic purpose.
I work in a team of
individuals with
complementary skills.
There are channels and
processes for solving
problems and decision
making.
61. 6161
Personal and Professional Development
As a result of my immersion in
the culture and resources of
this organization, my unique
abilities will improve—and I will
experience personal and
professional fulfillment.
62. 6262
Financial Rewards
I have some control over
how much I can earn if I
produce.
I feel a sense of
partnership with
ownership.
There is a philosophy
that guides pay decisions
and I relate to it.
There is a mechanism for
sharing value with those
who help produce it.
63. 6363
6 Reasons Employees Care About Pay
Personal
1. Lifestyle & Wealth
Accumulation
2. Career Measurement
3. Contribution Ambitions
Business
4. Roles, Expectations &
Priorities
5. Partnership
6. Continuity & Fairness
64. 6464
Financial “Hierarchy of Needs”
Cash Flow & Living Standard
Risk Protection
Retirement Planning
Value Sharing
Wealth Accumulation
Qualified & Executive
Retirement Plans
Comprehensive, Flexible
Benefits Plan
Short & Long-Term Incentive
Plans
Salary & Bonus
Wealth Multiplier Philosophy
Clear Pay Philosophy
1
2
3
4
5
65. 6565
Total Rewards Approach
Compelling Future
Purpose
PositiveWork
Environment
Autonomy
Opportunities for
Personal and
Professional Growth
Mastery & Purpose
Financial Rewards
Partnership
66. 6666
Market a Future that’s Relevant
Here’s our future.
Here’s how we’re going to
get there.
Here’s the role we picture
for you.
Here’s how we encourage
our people to grow and
contribute.
Here’s our philosophy
about pay and rewards.
Here are our specific pay
programs.
Here’s how our pay
programs will work for you
if we achieve our plan.
69. 6969
3 Assumptions for 3 Keys to Work
You Have a Clear
Performance Framework
You Have a Well-Defined Pay
Philosophy
You Have Embraced a New
(& Improved) Performance
Management Strategy
70. 7070
3 Keys
1. Replace Incentives with
Value-Sharing
2. Employ a Total
Compensation Structure
3. Adopt a Total Rewards
Approach
72. 7272
Take advantage of a one-half hour
consulting call with a VisionLink
principal at no charge.
Indicate interest on final survey.
Request Consultation & Take Survey
Request a copy of our
slides, report,
complimentary consultation
and BonusRight demo.
We value your input.
78. 7878
Today’s Presenter:
Ken Gibson
SeniorVice President
(949) 265-5703
kgibson@vladvisors.com
23201 Lake Center Drive, Suite 207 ⬧ Lake Forest, CA 92630 ⬧ 949-852-2288
www.VLadvisors.com ⬧ www.PhantomStock.com
ThankYou!
82. VisionLink’s Focus: Help Business Leaders Build and
Sustain a High Performance Culture
Accelerate performance through pay strategies that
transform employees into growth partners.
83. If you do that…
• Quality of talent will improve.
• Employee engagement will expand.
• Performance will be magnified.
• Business growth will be accelerated.
• Shareholder value will increase.
84. 8484
Today’s Presenter:
Ken Gibson
SeniorVice President
(949) 265-5703
kgibson@vladvisors.com
23201 Lake Center Drive, Suite 207 ⬧ Lake Forest, CA 92630 ⬧ 949-852-2288
www.VLadvisors.com ⬧ www.PhantomStock.com
ThankYou!