Traditionally, sales compensation plans are reviewed and updated on an annual basis. However, the rapid pace of change in customer markets and product availability—driven by factors such as public policy shifts, tariffs, cultural dynamics, talent availability, and economic fluctuations—demands a more agile approach. Leadership must be prepared to respond to requests for updates not only within the current plan cycle but also for future periods.
This session will feature insights from experienced sales compensation leaders on the critical importance of establishing a widely understood governance policy. Such a policy serves as a guiding framework to navigate the evolving business landscape, ensuring that sales incentive plan design and execution remain effective. Gain actionable strategies and real-world examples on how to adapt your sales compensation plan to thrive amidst continuous change.
Key Takeaways

• Understand three key reasons governance is critical for timely adjustments to a sales compensation plan
• Learn guiding principles for writing a governance policy for sales compensation
• Identify the primary sections to include in a Sales Governance Policy