Three Hurdles to Implementing New Sales Compensation Plans
Our experience suggests that top managers must clear three hurdles when they implement a new sales compensation plan to support new sales roles:
Resistance to the new sales roles
Lack of frontline sales managers' support for change
Objections to the new compensation strategy and plan
How to overcome these hurdles is best understood in the context of what is required for successful change management. Understanding those requirements makes it easier to anticipate the types of difficulties that often arise when you do something new or for the first time with the sales compensation plan.
Frontline managers usually understand that the company must cope with marketplace realities. Yet they and ...