Is Sales Compensation Aligned with Strategy and Driving the Desired Behavior and Results?
The Sales Management. Simplified. Podcast with Mike Weinberg
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Navigating Sales Compensation Changes
This chapter discusses the strategic timing and methodologies for involving salespeople in changes to compensation structures. Emphasizing the importance of careful planning and communication, it highlights the potential pitfalls of hastily implemented adjustments, which can undermine trust and morale. The speakers advocate for including trusted team members when proposals are sufficiently developed to foster alignment and drive organizational growth.
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