ABSTRACT
In “Sales force compensation to improve pricing execution” Stephan M. Liozu discusses the results of qualitative interviews with 12 pricing executives regarding the challenging topic of changing sales force compensation to drive pricing execution. This chapter proposes the modification of compensation plans in steps over time with a strong focus on change management. It proposes practical ways to include pricing metrics in an overall compensation basket while underscoring the need to model past versus future compensation impact with each sales rep. Modifying sales force compensation can be one of the most explosive and emotional topic of every pricing transformation. It needs to be prepared with care and intention.
