This is a continuation of our blog series, Designing Your 2018 Sales Compensation Plan. Want to begin at the beginning? Click here.
In my last blogs I’ve written about communicating the sales compensation plan. Click to read about Start Strong; Craft the Change Story; or See the Organization’s View.
Get the Change Forecast
Most executives we work with can make a general statement about their culture’s comfort with change. When preparing for implementation, though, it helps to be a little more specific. By answering the following four questions, you will be able to get a forecast of the upcoming change.We recommenderring on the side of considering a change major rather than minoras it’s always safer to over communicate.
Your total score will give you a sense of your current environment, the likely near-term forecast for change, and potential actions you might take.
A Fortune 500 business services company we worked with went through a major change a few years ago. Theyhad acquired a number of companies, and the integration included a change in go-to-market strategy and a new incentive program.It was a positive step for the organization with lots of potential – a healthy quadrant one and quadrant three change story. But they had adamant resistors in some of the old guard in the acquired organizations. The resistors were in leadership positions and, because of their ownership stakes in the acquired companies, did very well financially. But when it came to making change, they did everything in their power to keep things like they were. After a period of time, this active resistance started to create stress on the organization which could have jeopardized the company’s success. One day, the C-level’s velvet hammer quietly came out,and the resistors just disappeared. It was a strong message that was reserved only for an extreme situation, but it ultimately enabled the organization and its shareholders to realize the benefits of a successful change.
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