Exposing the Myth Of Planned Obsolescence: Why the Sales Compensation Plan Must Change
1. TrueConnection Sales Performance Management Conference 2007 November 13, 2007 The Myth of Planned Obsolescence Why the Sales Compensation Plan Must Change
2.
3. When it comes to sales compensation plan change, the voices heard from the field… “ Why should we change the plan; we’re not losing staff?” “ We just figured out how to make money on the old plan, so they have to change it!” “ Management’s just trying to cut costs!”
4.
5. WorldatWork survey of sales compensation practices – reasons for change WorldatWork Survey of Key Sales Compensation Practices, October 2006
6. Definition of obsolescence… The American Heritage Dictionary of the English Language “… being in the process of passing out of use or usefulness…” Merriam-Webster Dictionary of Law “… a loss in the utility or value of property that results over time from intrinsic limitations or external circumstances…”
7.
8.
9.
10.
11.
12.
13.
14.
15.
16.
17. Questions? J. Mark Davis Managing Principal Valitus Group, Inc. 18031 Irvine Blvd., Suite 205 Tustin, CA 92780 714.505.9122 [email_address] www.valitusgroup.com