Few changes create as much potential disruption to sales organizations as when the sales compensation program is changed. Yet sales compensation must be changed in response to changing sales priorities, market conditions, or changes in deployment. How do leading firms manage sales compensation change during periods of transformative sales organization change? And what sales compensation changes best support sales transformation initiatives?
In this panel discussion we present three expert perspectives on how sales compensation plan revisions can support leadership's broader vision for change -- without causing disruption.