Business Requirements
Plan intent captured as traceable, reviewable requirement statements.
WorldatWork Session
Thank you for attending.
What Your Sales Compensation Plan Reveals About Your Operations
Thank you for joining my WorldatWork session. This page contains the presentation, generated business assets, and additional resources discussed during the session.
Compensation Knowledge Model
The Missing Layer Between Strategy and Execution
Sales compensation plans describe business intent.
Implementations translate that intent into dozens of operational assets.
The Compensation Knowledge Model preserves that knowledge in a structured form, making it reusable across implementation, operations, governance, testing, reporting, and AI.
Knowledge Lifecycle
One structured model becomes the operational source of truth
Knowledge flows in from the business, is preserved in structure, and flows out as the assets every downstream team depends on.
Inputs
- Compensation Plan
- Sales Strategy
- Policies
- Business Decisions
- Historical Knowledge
Compensation Knowledge Model
Structured, reusable, governed
Outputs
- Business Requirements
- Functional Design
- User Stories
- Test Cases
- Configuration
- Payroll
- Reporting
- Operations
- AI
Deliverables
Generated Business Assets
These are examples of implementation-ready business assets that can be generated from a structured Compensation Knowledge Model.
Functional Design
How each plan component behaves in the target compensation platform.
User Stories
Delivery-ready stories with acceptance criteria for each rule.
Test Cases
Scenario coverage for calculation, eligibility, and edge conditions.
Configuration Workbook
Structured configuration inputs mapped to platform objects.
Data Dictionary
Definitions, sources, and lineage for every compensation field.
Payroll Playbook
Cycle-by-cycle procedures for accurate, auditable payments.
Administrative Guide
Day-to-day operating guidance for plan administrators.
Session
From the session
Presentation Deck
The full session deck, as presented at WorldatWork.
Knowledge Model
A structured view of the Compensation Knowledge Model.
Live Demonstration
The walkthrough of assets generated from a single plan.
About
Christopher Orbe
Christopher Orbe is the Founder of Propel Consulting and a Global Sales Performance Management Architect with more than twenty years of experience helping organizations design, implement, and operate enterprise sales compensation programs.
Specialties
- Varicent
- CaptivateIQ
- Xactly
- SAP Commissions
- Sales Compensation Strategy
- AI
Contact
Let's Continue the Conversation
Whether you're exploring AI, planning a global implementation, or modernizing your sales compensation operation, I'd love to connect.