Business unit leaders often design, manage and own the sales compensation plans for their sales teams. With good intent, most local stakeholders create useful and successful programs. The need for more corporate oversight becomes evident when one or more of these conditions arise: too many jobs, too many plans, overly complicated designs, exceptions, excessive administrative burden, decision bottlenecks, late rollouts, legal issues and, unfortunately, failure to recruit, retain and motivate sellers.
Article by Rachel Parrinello, Principal, Alexander Group
Published December 2016, Workspan, the Magazine of WorldatWork©