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

Step 1. Prepare to Launch the New Plan

Companies with successful sales compensation plans invest a significant amount of time and effort in implementation. Regardless of the size of the organization—10 or 10,000 salespeople—the launch of the new plan succeeds in direct proportion to the quality of planning and preparation of both the materials and the managers involved in the change. An effective implementation plan includes taking positive action on the following tasks:

Appointing a Process Leader for the Change

Change requires a leader, and implementing a new sales compensation plan to support new sales roles is no exception. Effectively implementing a sales compensation plan requires coordination, commitment, and competencies. Typically, the ...