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Key Takeaways Evaluate your organization’s needs.

For WorldatWork Members A Realistic Framework for Sales Performance Management Selection , Workspan Magazine article;Rewarding the Modern Sales Organization , Workspan Magazine article; For Everyone 5 Keys: Using Incentive Comp to Lift Performance, Profits, Innovation , Workspan Daily article;Maximizing Business Growth Through Strategic Sales Compensation , Workspan Daily article;How to Choose the Right Incentive Plan for Your Sales Leader , Workspan Daily article;Sales Compensation Course Series , course; Sales compensation is a critical part of any sales-driven organization, and the professionals responsible for its design and implementation are crucial to the success of the business.

The key is determining when the benefits of a more complex compensation structure outweigh the costs of keeping things simple.

If you’ve been following the news about unionization at Starbucks , for example, fair scheduling procedures are among key issues for organizers, who are seeking a national contract that may also allow regions and individual stores to add supplemental agreements if they choose.

;Explain the sales plan mechanics, performance measures, and plan provisions for different selling situations.; Additional Information This course is for learners wanting to develop custom sales compensation plans to meet their organization’s unique needs and HR professionals preparing for the CSCP® exam.

Then there’s artificial intelligence ; increased awareness of climate change; social and political transformation; the rise (perhaps until recently) of diversity, equity, inclusion and belonging initiatives; and the ubiquity of smart devices for personal and professional usage, to name a few others.

This article serves as a checklist by highlighting key changes and suggesting action items to help you get started.

Become fluent in an array of sales jobs and their rewards and understand the mechanics of compensation plans.

Instead of letting institutional knowledge walk out the door abruptly, a phased plan can enable a smoother transition.; ;Employee wellness.