Changing the sales compensation plan is fraught with peril. Poorly thought out changes can tank morale, erode productivity, and trigger salesperson turnover. A recent Sales Management Association research reveals that firms with the most amount of sales comp program change are least likely to have effective sales compensation programs - suggesting that most firms overlook the hidden costs of plan changes, and underinvest in their implementation.
Delivering a new sales compensation plan can be done effectively -- in ways that positively impact sales force productivity -- and without motivation-damaging side effects. In this webcast, we review common mistakes firms make when communicating a new plan, and best practice approaches for change implementation.
Topics include:
- Designing plan changes for maximum impact and minimum uproar
- Building support for sales compensation change
- Enabling technology that improves implementation effectiveness
- Implementation practices that deliver effective change outcomes
