Implementation
The implementation of your new sales compensation plans heralds a shift in sales focus and compensation. This can, and should, have far-reaching effects including improved competitive positioning, greater sales productivity, and better alignment of sales effort with overall business goals. A smooth transition from the old sales compensation plans to the new plans is critical for success.
Work included in the implementation phase includes:
- Development of communication strategies, messages and content
- Preparation of presentations, plan documents and tools used in compensation package communication
- Training to ensure sales leaders have a thorough understanding of the new plans and are ready to maximize the motivational value of the plans with their sales people
- Support during plan roll-out to help answer the tough technical questions as they arise.
The implementation phase ensures the use of the best communication methods; delivers communication materials that are clear, accurate and professional; and establishes champions and ambassadors of the new sales comp plan to ensure a successful launch.
