To drive sales force effectiveness and profitable growth, leading companies invest in programs to ensure they have the right people with the right skills focused on the right opportunities. As business and sales strategies evolve due to changes in sales organization, customer segments, solutions and offerings, sale roles, and selling approach, companies regularly evaluate and adjust their sales compensation plans to help ensure relevance and alignment. Whether your sales organization is experiencing a minor shift or transformational change, the annual rollout of the sales compensation plan presents a powerful opportunity to be clear with employees about what is valued and why, and to position sales compensation in the context of other investments, such as product development, marketing, technology tools and training, that enable sales force success.
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This article was originally published by WorldatWork’s Sales Compensation Focus, November 2016.