HOW TO DESIGN LENDING DEPARTMENT INCENTIVE COMPENSATION PLANS

This "How To" book describes the design and installation of incentive plans for commercial, installment and real estate lending officers. Loan portfolio volume, loan portfolio yield, collections, fee income are described for plan participants. Awards are made for cross-selling services. Also included is description of sections of a plan for lending operations officers. A model plan is included with the outline of subjective evaluation, including a description of subjective performance evaluations. An approach to account relationship pricing and a simplified loan volume computation are included.