As firms prepare to implement sales compensation plan changes, they must avoid common mistakes which can undermine the plan’s desired impact. In this Sales Management Association webcast we detail practical strategies for ensuring a successful plan rollout by identifying five “Roll-Out Watch-Outs:”
- Chump Champions: choosing the wrong champion for leading plan change.
- Obscured Outcomes: keeping plan impact a secret by not helping salespeople understand the right ways to maximize income.
- Mysterious Measures: implementing performance metrics with insufficient or confusing reporting.
- Sandbagging Success by not anticipating how to define and measure successful plan change.
- Administration Amnesia: forgetting that new plans and processes require proficient administration processes.
Presented by OpenSymmetry's Justin Lane and AonHewitt's Paul Reiman.
