Chapter 11. TACKLING SOME OF THE MORE CHALLENGING DESIGN ISSUES
Chapters 6 through 10 described how to design a sales compensation plan for new sales roles—new jobs, teams, and managers. To follow an orderly, logical flow in the plan design process, we intentionally stayed away from some of the more challenging design issues. We also did this because some of these questions straddle both design and implementation. Before moving on to how you should implement the new sales compensation plan, we will consider those thorny issues. Thus, the purpose of this chapter is to identify some of the most challenging problems associated with new plans and provide suggestions about how to deal with them in your company.
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