Recalibrating Again: Updating Your Plan for a New Year
The results of the evaluation, and the report to decision makers, should provide a firm basis for determining the extent to which the sales compensation plan needs to be recalibrated for the new year. If the plan as designed has the flexibility for tweaking, the change should involve a seamless transition. Some examples include a change in performance weights, linking previously unlinked measures, and changes in payout rates.
Because a new sales role develops history as it evolves, some companies may find that the plan needs to change more significantly. If this is the case, the company should develop a transition strategy to ensure that plan changes support company objectives, while also ...
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