Gartner：疫情和经济不确定性期间改变销售薪酬计划的三大关键（英文版）（11页）.pdf

1、Steve Herz,Senior Director Analyst4 June 20203 Keys to Changing Sales Compensation Plans During Coronavirus Disruption and Economic UncertaintyGartner for SalesPage 1/10Gartner,Inc.|7238683 Keys to Changing Sales Compensation Plans DuringCoronavirus Disruption and Economic UncertaintyPublished 4 Jun

2、e 2020-ID G00723868-11 min readBy Analysts Steve HerzInitiatives:Sales Strategy and Operations and 1 moreSales compensation plans break down quickly under extreme disruption such as thecoronavirus pandemic.Sales operations leaders must refresh their guiding principles,plandistinct phases for short-a

3、nd long-term incentive plan change,and consider quota relief andother options to contain risk.OverviewImpactsRecommendationsTo balance their sales compensation plans motivational impact,stability and fiscal responsibilityduring times of disruption and uncertainty,sales operations leaders should:Anal

4、ysisOne of the most pressing and vexing challenges that sales operations leaders face duringtimes of severe sales disruption and extended global economic downturn is determining whatSales operations leaders will face difficult trade-offs between protecting sellers incentivesearnings and meeting comp

5、any cash-flow needs.Promptly updating an incentive plan improves seller morale,but moving too quickly in changingconditions may necessitate more changes later on.After the most acute phase of selling disruption ends,available revenue forecasts will still behighly uncertain.Reaffirm the core principl

6、es that govern compensation plan design by convening the companysexecutive leadership to update sales compensation guidelines in response to current challenges.Change incentive plans in two phases by separating options with immediate impact andfeasibility from those that require a wait-and-see appro