Changing the sales compensation plan is inherently risky. Poorly planned modifications can damage morale, decrease productivity, and lead to increased salesperson turnover. Recent research from the Sales Management Association indicates that companies making the most frequent changes to their sales compensation programs are the least likely to have effective ones — suggesting that many organizations underestimate the hidden costs of plan changes and underinvest in proper implementation.

However, rolling out a new sales compensation plan can be done successfully — in ways that enhance sales force productivity — and without negatively affecting motivation. This webcast explores the common pitfalls companies face when introducing a new plan and highlights best practices for implementing changes effectively.

Topics covered include:

• Structuring plan changes for high impact and minimal disruption

• Gaining buy-in for sales compensation adjustments

• Leveraging technology to support better implementation

• Execution strategies that ensure successful change outcomes