Reply To: Should target salesman's incentive plans be changed?


Ingrid Holbik

The answer is not so clear cut. While a target may wish to re-focus efforts, the plan in place should not be changed entirely which would de-motivate salespersons and introduce further change management challenges. Any change should be suggested by the sales people themselves. Why not give them the problem and ask them to solve it? They are more likely to accept that change than a change mandated by the acquirer.

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