Exposing the Myth Of Planned Obsolescence: Why the Sales Compensation Plan Must Change
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presented at TrueConnection: Sales Performance Management Conference 2007 by Mark Davis, Managing Principal of Valitus Group, Inc.
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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
- 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!”
- 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…”
- 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