Amy, the head of sales operations, was cheery and laughed easily. She nodded enthusiastically as the rest of the sales leaders around the table discussed the final tweaks to the new sales compensation program.
As the meeting ended and everyone began to leave the room, I mentioned I thought the compensation plan was excellent.
“Sure, it’s a great plan,” Amy replied. “But it will never work because the sales leaders will send out an email and expect the sales teams to immediately understand ... Read More