Gartner Research

Evaluate Whether Your Urgent Sales Problem Requires a Compensation Change

Published: 07 June 2019

ID: G00378118

Analyst(s): Steve Herz

Summary

When a company fears missing sales goals, pressure can build quickly for sales compensation or quota changes. Sales leaders should proactively establish an efficient, evidence-based approach for deciding whether changing sales incentives will fix a problem or distract from other important issues.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • 1. Collaborate With Stakeholders Before Sales Compensation Plans Go Live to Document the Decision-Making Process for Urgent Issues
    • Stakeholder Expectation-Setting and Education
    • Rules of Engagement
    • Proactively Reducing Issues Using Sales Incentives Design Best Practices
  • 2. Verify the Problem With Evidence When Concerns Are Raised
  • 3. Separate Compensation Factors From Other Drivers by Using a Root Cause Perspective
  • 4. Prevent Problems From Reoccurring by Debriefing With Stakeholders and Adjusting Processes and Tools if Needed

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