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Sales Compensation Plan Renewal

Every year David Chicelli and The Alexander Group do a survey on sales trends and practices.  I’ve just received the 2018 version, and while there are numerous percentiles, averages, and all sorts of numbers that would sate even the most hardened statistician, the most relevant data is on companies plans for their newest Plan year. This isn’t necessarily headline-making data, but it’s “attention-grabbing” if you are in a company that ignores this most basic principle of sales compensation planning and design, that being: Sales Compensation Plans Are Annual Plans And there’s the headline.  Here’s the context. Over 90% of participating…

Change in Plans…

A change in plans isn’t such a bad thing, it happens all the time. It’s raining, so we go to Plan B. The restaurant is closed so we go to another. These sorts of changes don’t seem to bother us so much. But change the compensation plan and watch out!!! The thing is, any compensation plan that hasn’t changed in a while is probably no longer an effective plan. Yet changes cause stress, uncertainty and certainly encounter resistance. One of my favorite quotes about change comes from Machiavelli and goes something like this: It must be considered that there is…