Donya Rose was interviewed by Mike Hockett on behalf of MDM. In this 30 minute podcast, Donya discusses what has changed in recent years in sales comp, the common problems people have with their comp plans, and the best ways to ensure your plans succeed.
Click through here to listen to the podcast on the MDM website, and check out other episodes related to current topics for the distribution industry, or listen right here by clicking on the play button below, or scroll down to read Alex’s summary.
Summary
Mike prompts good discussion around the following questions:
You’ve led The Cygnal Group for more than 21 years now as its Managing Principal, with a focus this whole time on sales compensation plan design. Taking a 30,000-foot view, what would you say is the biggest fundamental difference between sales compensation plans in the B2B space from when you started the firm in 2003, and today?
Looking more recently, what have you found to be the biggest shift in B2B sales comp plans over the past five years, say, since COVID?
The range of clients that Cygnal consultants have served is a pretty extensive list, going from Carnival Cruise LInes, to Allied Building Products, to Pep Boys, HD Supply and so many others in-between. So, plenty of variety there. But across that variety, I’m curious as to the common threads you’ve come across. Is there something that tends to be in common when it comes to the problem they’re trying to solve?
Is there a question you get asked more than all others from your clients?
Flipping that around, what’s the biggest or first question you typically ask your B2B clients when embark on consulting them with their sales comp plans?