Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment

Summing Up

A sales compensation plan often fails because it no longer directs, motivates, or rewards the salespeople for behaving in a manner that contributes to sales success. When the business environment changes, sales success requires redefinition; the definition, for example, is no longer simply volume. During periods of rapid business change, however, the sales compensation plan often remains the same. Management is afraid that the company will lose top-producing sales representatives, that the sales force will be confused over the business's direction, and that salespeople will lose motivation and productivity during the transition period. These are realistic concerns, but you can address them effectively through the right plan design ...