Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs, 3rd Edition

Chapter 15

Implementation and Communication

The rollout of the new fiscal year’s sales compensation program is both an implementation event and a leadership opportunity. As an implementation event, it explains the policies, practices, and mechanics of the new and revised play plans. As a leadership opportunity, it provides an exceptional opportunity to infuse excitement, clarity of purpose, and motivational drive into the sales force to achieve sales objectives.

All sales compensation plans should have a published effective start date and a termination date. The effective period of the compensation program should match the company’s fiscal year. The termination of the sales compensation program on an annual basis gives sales management the opportunity ...