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Economic downturn
How is the economic uncertainty affecting pay mix?
Start by thinking about sales prominence. Has it changed? Do the sales people have more control over their own success, or less?
Are companies adjusting sales comp plans due to the slow economy?
From our experience, I would say that most companies are making some kind of adjustment due to the economy. If your expected total sales are down, you have several options that we’ve seen recently…
Are sales organizations utilizing more attainment thresholds in their sales compensation plan designs as the result of the current recession?
The logic for raising thresholds in this economy would be to protect profit. The logic for lowering them is that we are not nearly as confident in our quota setting accuracy in this economy…