A Checklist of Other Design Issues You Are Likely to Face

While the tough issues listed and discussed throughout this chapter account for up to 80 percent of the issues and obstacles raised by sales managers, there are several others you are likely to face as the company develops a sales compensation plan for new sales roles. While the following list is not exhaustive, we have found that almost all design teams (or those who will administer the plan) have wrestled with these questions.

Terms and conditions. Although no one likes to see a plan document that is the weight of an unabridged dictionary, it is very important to address the plan's terms and conditions. The human resources department frequently must answer questions like, "How long do ...

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