Motivating and value-creating sales incentives rely on clarity about priorities and productivity expectations. But priorities are changing quarter to quarter, sales productivity is harder to predict than ever, everyone has an opinion… and they don’t agree. The world may have changed, but fairness still matters, motivation is still a top priority, affordability for the business is as urgent as ever. Scroll down for a practical discussion of the best ways to ensure your 2021 plans will make sense in a year that, for many, defies prediction.
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For guidance about mid-year plan changes to adjust to the changing market and needs of the business see https://cygnalgroup.com/c19-mid-year-adjustments/
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Donya Rose, CSCP, is Managing Principal of The Cygnal Group. She is a recognized expert in sales compensation plan design, regularly speaking at conferences and writing published articles. She serves clients from F500 to growth-stage businesses, and advises WorldatWork on sales compensation hot topics and best practices.