This guide explains how sales change management helps organizations adjust compensation plans to stay aligned with evolving business goals. Compensation plans play a critical role in motivating sales representatives and should be reviewed regularly to ensure effectiveness. Most companies revisit or revise plans at least annually, typically during the final months of the year, with input from sales operations, leadership, finance, and HR. The guide outlines common drivers behind compensation plan changes, best practices for making modifications, and key benchmarks to ensure updates support efficiency, clarity, and performance while maintaining alignment with future objectives.

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