Knowing how to effectively communicate a new compensation plan is a necessary and ongoing skill. The new plan is only as good as the sales representative’s understanding and acceptance it. In most cases, salespeople need to hear how the new plan works several times before they fully grasp its implications. Ultimately, the compensation program is a company program. With that in mind, present the new plan with confidence and courage, and make it a rewarding experience for all.
Article by Paul Vinogradov, Vice President, Alexander Group
Published December 2010, Workspan, the Magazine of WorldatWork©