In the past, compensation plans were reviewed approximately every two to three years to match the introduction of new products and or services. In today's environment, with technology changing at such a fast pace, corporations and their executives have to regroup and evaluate their processes annually, to validate that the plan meets the pace of a fast changing global marketplace. They are asking themselves:
Is my sales team motivated?
Do I have turnover problems?
Is my sales force concentrating on profitable growth of the business?
Is my present compensation plan linked directly to my business sales goals?
Is my sales force devoting the time necessary to bring in new business?
