Sales Compensation Plan Changes

At my office I am in the middle of a compensation plan change for the sales team. Unfortunately I did not anticipate the amount of “static energy” that would be generated amongst the team as a result of my authentic and early communication around the changes.

I have outlined the purpose for the change (based on my full year observations at the company) and how it will actually help us have a plan that is understandable, derived from the bottom up and enable everyone to make more money.

I don’t think people are not supportive it is just there has to be a reaction to any change (granted pay is pretty important) and this is no different. Maybe I am just having a reaction to their reaction, I knew all along there would be a ‘change’ reaction but am still surprised at the mental cycles it is eating up for everyone.

If you have suggestions on how to best implement or communicate  a compensation plan change or any change for that matter leave me a comment, I would appreciate your thoughts.

1 Comment Sales Compensation Plan Changes

  1. Paul Brown

    Sales Managers have a wide variety of responsibilities in today’s competitive landscape that they are faced with. This certainly makes finding the time for sales management and sales planning a challenge. In sales management we know the importance of executing sales with a sales plan. To ensure the passing of this skill to sales reps, we need to teach them to create a successful sales plan and execution strategy. Since time is limited, using sales templates and tools will help to maximize the interaction with Sales Reps to get the most measurable performance gains for the time spent.


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