Browse All Videos

Sales Compensation and COVID-19 - Should you make changes? When? How?

The COVID-19 outbreak has dramatically changed business conditions, including a shift in priorities for sales teams. Salespeople may have trouble getting appointments with prospects, demand may decrease substantially, and supply chain issues may result in stock-outs. At the same time, we will continue to see significant increases in demand for products or services.

With little understanding of the extent and duration of the unfolding situation, how should sales compensation plans be adjusted, and when? We will discuss best practice processes for determining plan adjustments, as well as specific options for a few of the most commonly-faced business challenges today: significant reduction in realistic sales expectations, excess sales capacity and how to use it well, income preservation for salespeople most seriously affected, and managing runaway compensation costs in cases of extraordinarily high demand.

In this session, you’ll learn:

  • How much change in business conditions should result in changes in compensation plans
  • The importance of establishing clear business goals, a process, and accountability for recommending and managing the changes
  • Ideas for ways to fully utilize sales talent even if full-time focus on selling is not an option
  • Specific recommendations for the most common business objectives: unattainable quotas, excess sales capacity, income preservation for sellers, and sales way beyond expectations.

Donya Rose | Consultant, Sales Compensation

Donya Rose is a consultant focused on sales compensation plan design; she has assisted clients in the design of hundreds of sales compensation plans since that became her focus in 1999. She started her sales compensation consulting at Towers Perrin, and later left to found The Cygnal Group. Her passion is practical value-creating compensation plan design, supported by thorough modeling to anticipate effects of proposed plans on individuals and the company. Donya holds a MS in Operations Research from UNC-Chapel Hill, is a member of WorldatWork’s Sales Compensation Expert Council, and holds the WorldatWork CSCP designation.

Please note: Prices are subject to change without notice. All sales are nonrefundable. Playback and the on-demand recorded session will be available 30 days following the live event, and you can access the session for 90 days. Your 90-day access begins the day of order.

Member/Non-Member Free

Related Videos  

Members: please log-in to unlock complimentary access

Add to Cart
Video Thumbnail

Cultivate Inclusivity Throughout the Employee Lifecycle

This presentation will speak to the four stages of the employee lifecycle: recruiting, onboarding, internal growth, and retention. You’ll learn actionable steps for encouraging inclusive behavior at your organization.

Members: please log-in to unlock complimentary access

Add to Cart
Video Thumbnail

I’m a Fiduciary. Now What?

The session features several case studies that ask attendees to apply what they’ve learned to see if they are able to understand the situation, and point out possible missteps so they can avoid potential pitfalls they might encounter in their own organizations.

Members: please log-in to unlock complimentary access

Add to Cart
Video Thumbnail

Back to Business Travel… Is it Safe?

This session explores the role of aviation to the international spread of the disease, the risk of in-flight transmission of COVID-19 and other infectious diseases, and other travel-related risks associated with COVID-19.

Members: please log-in to unlock complimentary access

Add to Cart
Video Thumbnail

Environmental, Social, Governance (ESG) Trends, COVID-19 and their Impact on Executive Compensation

In this session, you’ll learn what HR and compensation/rewards pros need to know about ESG trends, how investors are influencing trends, and how to anticipate how these trends impact executive compensation in the short and long-term.

Have Questions?


+1 877 951 9191

USA and Canada

+1 480 951 9191

Other Countries


Email Us