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 ...

Get Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.