Sales compensation is difficult to change. Even minor tweaks to a compensation program have the potential to generate distraction, worry, and outright hostility from the sales organization. How should management approach changing the sales compensation program? Are there proven processes that avoid unnecessary problems when implementing sales comp changes? In this Sales Management Association Online Experts' Exchange, three panelists consider these questions from various perspectives, and respond to questions from participants.
Session Panel
- Ted Briggs, Principal, Better Sales Comp Consultants
- Fernando Herranz, Senior Manager, Worldwide Sales Compensation, BMC Software
- Brad Stevens, Global Compensation Manager, Sales and Marketing, Intel Corporation
- Moderated by Bob Kelly, Sales Management Association Chairman
