If you embark on changes to your sales compensation plan, remember: Communication is key.
Take care that a new compensation plan for your distribution business has been sufficiently modeled to ensure minimum disruption. Sales reps are no different than anyone else when it comes to income. Any change will hit close to home. Modeling possible scenarios will minimize the possibility that morale-debilitating adjustments will need to be made shortly after implementation.
One-on-one communication of the new program with each rep, along with thorough documentation of the changes and the rationale behind them, is strongly recommended to ensure that all reps have a clear understanding of the new program. This will also help address the inevitable rumors that will have circulated.
Are you looking to revamp your sales compensation plan to align with your strategy? Read some of IRCG’s latest sales compensation articles for distributors: