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Mid-Game Correction Strategies for Your Sales Comp Plan: What to Do When the Goal Posts Move

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You did all the work to get your sales comp plans right for this. You aligned the goals with the annual operating plan for the business, made sure the most important sales were properly emphasized, prepared rollout materials that were motivating and crystal-clear, and you’ve got your systems and processes configured to manage those solid plans. And then… something changed. Your market softened (or soared), you acquired your biggest competitor and have a real change in your offering, you’ve had an unforeseen delay in availability of a new product, supply issues have resulted in product stock-outs, raw material costs have changed dramatically, and a price increase is necessary… so many ways that reality can overturn your planning assumptions.

So… what do you do about the plans? When do you just carry on and hope for the best, when do you layer in SPIFFs, when do you change the goals, and when do you actually change the plan structure? And what are the keys to continuing to maximize the motivational value of the plans and manage plan costs well through all of this?
 
Join us for a discussion of mid-year plan adjustments, best practices, and real examples.

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