Worksheet: Show each person what they are paid on

This sheet is for a business with a written bonus, commission or share plan; the check asks this row only then. For each person on the plan, it sets out what they are paid on and how their work moves it. It adds what they are on track to earn. It builds the Competent step of the check:

Each person on the plan can name their measures and work out roughly what they are on track to earn at any point in the year.

Step 1. One page per person

Field	Content
The measures I am paid on
How my work moves each one
Target and payout for each
Where I see my numbers each month
What I am on track to earn now
e.g. How my work moves each one	Margin: I set the discount on every quote I write

Step 2. The control test

Person or role	Measure	Can they move most of it?	If not, replace it with	Keep the business result as a hurdle?

A bonus on a result nobody can move feels like weather.

Step 3. The mid-year check

Ask five people on the plan to work out what they are on track to earn. Compare each answer with payroll's figure.

Person	Their estimate	Payroll's figure	Within about a tenth?

Done when: people on the plan can name their measures, and their mid-year estimates of earnings land close to payroll's.

Adapted from our own incentives framework (Kearney era, 2001).