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Oxford Review of Economic Policy 26(4): 583–612.

Furthermore, nearly 1 in 4 (38%) identified poor leadership communication as a barrier to successfully navigating change management.

Academy of Management Review 23(2): 305-324.

;Step 2: Model the compensation plans under various performance scenarios to ensure the new plans fall within the commission budget.

Few respondents indicated that they represented education (4%) or public service/defense industries (4%).

An example of roles and typical measure options at this stage might include: 1) Strategic resources Select new partner recruitment;Revenue/growth of select strategic partnerships;Revenue/growth targets for partner program; 2) Execution resources Revenue/growth for patch of partners;Partner retention rate; 3) Specialist resources Partner credential targets (e.g., number of certified professionals within partner organization);Expansion of select partner capabilities (upsell/cross-sell);End customer satisfaction scores; Stage 4: Renewal and Transformation As the market and partner program evolves, compensation might need to be adapted to encourage channel managers to innovate and transform the program.

Particularly in cases where companies have multiple unique compensation programs within a single organization, capturing all information on sales roles, sales compensation plans and pay, and performance results can provide accurate visibility into the current operations. 2.

Nature Human Behaviour 2(4): 253-260.

Management Teaching Review 4(2): 148–156.

Journal of Applied Psychology 102 (4): 658–71.