Aligning your Sales Compensation Plan with the State of the Economy
In addition to the humanitarian toll, COVID-19 has triggered an immediate and seismic shock to the U.S. economy. We went from 11 consecutive years of growth to over 9M new unemployment claims over a period of just two weeks in late March.
And the future, while getting a little clearer by the day, is far from certain. Once we have hit bottom, will pent-up demand drive a “V-Shaped recovery” in the second half of 2020? Or might it come back slowly or not at all? Uncertainty reigns. But regardless of when the recovery occurs, we are collectively responsible for ensuring our salespeople continue to get paid and remain motivated up until and throughout the recovery.
Join ZS as we discuss how companies should review, assess, and potentially change their sales compensation plans and quotas to ensure they align with the state of the economy as it quickly changes. We will highlight tactics companies have taken in past economic downturns while discussing steps companies are taking now. We will cover strategies to adjust your sales compensation program quickly and flexibly to adapt to the quickly-changing environment.
- Whether to adjust your quotas, your sales compensation plan – or both
- How to rethink who is eligible for a sales compensation plan
- How companies have kept afloat in past recessions
- How to balance the salesperson adjustments with non-sales personnel