The new year will bring new sales compensation plans. Many firms will adjust quotas, rebalance pay mix, add or retire measures, and reshape payout rates to align with fresh priorities. Considerable effort goes into designing these changes — but far less goes into determining whether they worked.
How many firms will actually keep score? Fewer than you might expect, our recent research suggests. Among those that do attempt to measure the success of their plan changes, there’s surprisingly little agreement about what sales compensation effectiveness actually means. Is it attainment? Cost of sales? Seller behavior? Retention? Payee satisfaction? Too often, the answer depends on who’s asking.
Join us for this webcast in which presenters will:
- suggest practical approaches for establishing a baseline and evaluating plan changes against clear, agreed-upon definitions of success;
- identify blind spots commonly overlooked when firms assess their sales compensation programs; and
- help attendees develop a framework for evaluating their own plans’ effectiveness throughout the coming year.
