Effective incentive compensation is designed to reward desired selling behaviors. Your top sales reps have been living with the comp plan since kickoff. By now, they have figured out how to leverage this year’s plan. The top performers have calculated their income for the rest of the year.
This is a crucial time for Sales leaders and their HR business partners. Top sales reps have banked the remaining commissions earned last year. There is nothing keeping them if the new comp plan isn’t working in their favor. Unwanted turnover could be around the corner. Is your comp plan putting your top performers at risk?