If the target company in part way through their fiscal year when a merger closes, should the incentive plans for their salesman be changed? It your answer is yes,what things might be important so they are not demotivated going forward?
Incentive for salesmen are meant to be use to push sales. The push and pull factors must be planned quarterly because its normal for salesmen to plan 3 month ahead. Once you finished you quarter you can increase or decrease your incentive against the sales target. The idea here is to communicate to the sales team that your incentive is based on quarterly basis.They should be able to understand your sales incentive program period.
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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