John Ristuccia, Vice President, Professional Services, Optymyze

When introducing any incentive compensation plan changes, consider these five steps to keep the sales team engaged and eager to meet their goals.

At a time of constant change and ever-growing competition, a company’s sales compensation plan is one of the most powerful tools it has to improve sales performance by influencing sales behaviors. To be most effective, company leadership must ensure an agile approach to help the sales organization adapt to rapid changes in the market, competitive landscape and the company itself. But introducing any changes to how salespeople are compensated can be met with significant resistance, and if not handled properly, can lead to resentment, lower productivity, and higher turnover among the sales team at a time when they are needed most.