The Gartner Sales Podcast

Three Guiding Principles for Sales Compensation in Uncertain Times, with Steve Herz

Episode Summary

In this podcast, Brent Adamson speaks with Gartner Analyst, Steve Herz about strategic sales compensation design and reviews three key considerations especially important in times of economic uncertainty.

Episode Notes

This content provides sales compensation leaders an accessible, conversational version of Steve’s latest thinking on sales compensation design for uncertain times.  Concepts reviewed include:

• Sales operations leaders will face difficult trade-offs between protecting sellers’ incentives earnings and meeting company cash-flow needs.
• Promptly updating an incentive plan improves seller morale, but moving too quickly in changing conditions may necessitate more changes later on.
• After the most acute phase of selling disruption ends, available revenue forecasts will still be highly uncertain.