CHAPTER 8

Making Change: Communicating and Implementing the Sales Compensation Plan

JIM, THE CEO of a major staffing and workforce management company, weathered yet another meeting with his senior staff as they combed through the current year’s financials and next year’s projections with the CFO, president, and EVP of sales. The leadership team had worked through the summer months developing the strategic plan for the upcoming year. Summer became autumn and the iterations continued.

This year, the process was taking significantly longer than in prior years. The company’s new private equity (PE) partner, which had recently taken a major ownership position in the business, seemed to have an endless appetite for better ideas and additional “what-if” ...

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