Changes to sales compensation are rarely simple. Most years, companies approach the process cautiously, making incremental adjustments to avoid unintended consequences. However, few events drive significant, rapid change like a large acquisition or the post-merger integration of two distinct sales plans or models.

There is a time-tested playbook for anticipating and managing the challenges that come with mergers and acquisitions. Mastering this playbook can yield significant rewards for savvy leaders, enabling them to navigate complexities and align compensation strategies effectively in times of transition.

Key Takeaways

• Identify common sales compensation pitfalls during mergers and acquisitions
• Learn how to align comp strategy with the deal’s investment thesis and goals
• Get a practical playbook for assessing and integrating sales comp post-deal