Sales compensation plans change frequently, but plan changes can easily misfire. Effective sales comp plan changes align the interests of multiple stakeholders in the firm while providing the sales force with understandable and achievable incentives.
In this webcast, we offer a management guide to preparing the organization for sales compensation changes. Topics include:
- Understanding common reasons why even well designed sales compensation plans don’t work.
- Gathering the data required to identify what changes should be made.
- Diagnosing root cause issues and prioritizing sales compensation plan changes to address them.
- Understanding (and aligning) the interests of multiple plan stakeholders.
- Developing a change management strategy that ensures understanding and adoption.
One in a series of educational sessions on sales compensation effectiveness, participation in this session counts toward SMA's certification programs Certified Sales Operations Professional and Certified Sales Management Professional for enrolled members.
