Selling incentive compensation software usually starts with a discovery call that covers the same ground every time: how many people are on plans, how complicated those plans are, and where the sales data lives. This needs assessment collects those answers before the call, so your team arrives already knowing whether a prospect pays a simple flat commission or runs multi-level plans with splits, quotas, and clawbacks.
The form begins with company, name, email, and role, then moves into program size and structure. Prospects choose how many people take part in their incentive programs, how many plan types they manage, and how complex those plans are. Multi-select questions then capture the performance metrics they pay on and the systems that hold their data, followed by payout frequency, their biggest timing challenge, and how they manage compensation today.
The last section covers pain points with the current approach, must-have platform features, implementation timeline, an optional budget range, and an open field for anything else. Because the answers map neatly to deal size, urgency, and technical fit, you can use them to score leads, route larger accounts to senior reps, and shape each demo around the features a buyer said they cannot do without.
