Step 2. Implement the New Sales Compensation Plan

Once you have completed preparations for launching the new sales compensation plan, you are ready to proceed with the actual implementation, which has three important activities.

Deliver a Leadership Message to the Sales Organization about the Rationale for and Benefits of the New Plan

Communication is the most important aspect of the implementation of a new sales compensation plan. Too frequently, top managers jump right into a discussion of the new plan—its elements, how it works, and its benefits—assuming that the employees affected by the plan understand why a change is required. For most people, pay is a very emotional subject. Salespeople and other employees in new sales roles are no exception. ...

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