{"id":11040,"date":"2024-09-30T13:50:52","date_gmt":"2024-09-30T13:50:52","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=11040"},"modified":"2024-09-30T13:50:53","modified_gmt":"2024-09-30T13:50:53","slug":"compensation-changes","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/eu\/blog\/compensation-changes\/","title":{"rendered":"The Manager&#8217;s Guide to Communicating Compensation Changes to Employees"},"content":{"rendered":"\n<p>The only consistent aspect of sales commission is change. While this is a common joke among those who work in roles with variable compensation, it\u2019s one that hits close to home.<\/p>\n\n\n\n<p>Every business strategy goes through changes \u2014 but when these changes directly affect someone\u2019s paycheck, the process becomes more sensitive. But that doesn\u2019t mean it has to be painful. In this article, we\u2019ll break down four key considerations to help you effectively communicate <a href=\"https:\/\/www.salesforce.com\/uk\/sales\/incentive-compensation-management\/\">changes around compensation<\/a> to your team.<\/p>\n\n\n\n<div class=\"layout-one wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">Motivate your team with transparent incentive pay.<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">Discover the power of automating commissions with Salesforce Spiff, and easily create incentive programs that scale.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_blank\" href=\"https:\/\/www.salesforce.com\/uk\/sales\/incentive-compensation-management\/\">Learn More<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\t\t<div class=\"wp-block-offer__graphics wp-block-offer__contour\"><\/div>\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-one.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-one.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__cloud\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-one.png\" alt=\"\">\n\t\t\n\t<\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-key-considerations-for-communicating-compensation-changes\">Key considerations for communicating compensation changes<\/h2>\n\n\n\n<p>Keep in mind: these considerations aren\u2019t going to remove all of the friction surrounding your <a href=\"https:\/\/www.salesforce.com\/uk\/sales\/incentive-compensation-management\/\">compensation changes<\/a>. And, unfortunately, there\u2019s no one-size-fits-all miracle solution. But these tried-and-true principles have helped many compensation managers navigate change successfully.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-involve-your-team-in-the-conversation-about-compensation-changes-early-in-the-process\">Involve your team in the conversation about compensation changes early in the process<\/h3>\n\n\n\n<p>Changes to <a href=\"https:\/\/www.salesforce.com\/blog\/5-keys-to-building-an-effective-commission-plan\/\">commission plans<\/a> can happen for a number of different reasons. The most common include shifts in company strategy, budget adjustments, new features or products, etc.\u00a0 Because of this, they can also happen at any given time.<\/p>\n\n\n\n<p>For this reason, we recommend that you involve your team early on in the discussions so they don\u2019t feel blindsided or unnecessarily apprehensive.&nbsp; Involving them early lets them know you are making these changes with them in mind.<\/p>\n\n\n\n<p>It\u2019s important to communicate consistently throughout the planning process. That way, your teams continue to feel like they are a part of the conversation and decision-making process. The efforts you invest in your initial communication will be wasted if you don\u2019t maintain and nurture that line of communication.<\/p>\n\n\n\n<p>When you change the way people get paid, it\u2019s important to understand the planning and preparation required in their personal lives that inevitably happen as a result. Keeping your team involved will help them get a better sense of what is coming. Plus, allowing your team to take time to adjust will make the coming changes easier to handle.<\/p>\n\n\n\n<div class=\"layout-nine wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">Join the Salesblazer movement<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">We&#8217;re building the largest and most successful community of sales professionals, so you can learn, connect, and grow. <\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_self\" href=\"https:\/\/join.slack.com\/t\/salesblazer-community\/shared_invite\/zt-385fovphf-fxQGRIqM_op9u7qUULdOHg\">Get Started<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\t\t<div class=\"wp-block-offer__graphics wp-block-offer__contour\"><\/div>\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-nine.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\n\t<\/div>\n\n\n\n<p><\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-collect-feedback-about-the-compensation-changes-you-plan-to-make\">Collect feedback about the compensation changes you plan to make<\/h3>\n\n\n\n<p>Another important aspect of <a href=\"https:\/\/www.salesforce.com\/uk\/sales\/incentive-compensation-management\/\">communicating compensation changes<\/a> to your team is to make it a two-way conversation. In other words, you shouldn\u2019t just dictate changes related to your variable comp plans. Instead, be sure to get feedback throughout the process.\u00a0 Present the business case to the team and solicit opinions about how they\u2019d solve it.<\/p>\n\n\n\n<p>Even if you don\u2019t end up using their suggestions, involving them will pay dividends in the future. Open it up and give your team a voice. They will probably surprise you with effective ideas you haven\u2019t considered.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-be-concise-and-transparent-when-communicating-compensation-changes\">Be concise and transparent when communicating compensation changes<\/h3>\n\n\n\n<p>Once the changes are finalised, don\u2019t beat around the bush. Present the changes and walk your employees through why these changes are made and how they\u2019ll be impacted by them. Make sure you tell your team the full story, walk them through different scenarios that these changes might facilitate, and make sure you put it as simply as possible.<\/p>\n\n\n\n<p>From there, your plan for ongoing communication is perhaps even more important than the initial delivery and rollout of the changes. Understand that people will have questions and make sure they have channels in place to receive answers.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-prioritise-consistent-follow-up\">Prioritise consistent follow-up<\/h2>\n\n\n\n<p>Don\u2019t just sit back and wait for your team members to ask you questions about changes \u2013 make sure you proactively follow up with them. Often you won\u2019t learn about mistakes or issues until after they have been impacting people for a while. Create an anonymous way for your employees to voice their opinions, file complaints, or even submit positive feedback.<\/p>\n\n\n\n<p>Having consistent follow-up will help create a culture that is more comfortable with change.&nbsp; When employees feel blindsided by change and that change is never discussed or revisited, you\u2019ll find you have more unhappy employees and risk high rates of sales turnover. Keep your communication open, transparent, and accessible to ensure a happier, more engaged team.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-create-a-method-for-communicating-compensation-changes-that-drives-better-employee-experience\">Create a method for communicating compensation changes that drives better employee experience<\/h2>\n\n\n\n<p>Change is inevitable, especially in the dynamic world of sales. The way you facilitate that change can make the difference between a positive sales employee experience and a negative one. It\u2019s not too difficult \u2013 just establish a clear communication strategy, make commissioned employees feel heard, and show empathy and sensitivity through every stage of the process.<\/p>\n\n\n\n<div class=\"layout-four wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">Launch Sophisticated Compensation Plans Fast<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">Is outdated commission management hurting your growth? See how to quickly create automated incentive plans that motivate your reps.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_blank\" href=\"https:\/\/www.salesforce.com\/uk\/form\/sales\/demo-icm\/?d=pb\">Watch the Demo<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-four.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-four.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__cloud\" src=\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-four.png\" alt=\"\">\n\t\t\n\t<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Learn how to communicate changes to your commission plans with strategy, transparency, and empathy.<\/p>\n","protected":false},"author":482,"featured_media":11039,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[367,227,4,247,418],"sf_content_type":[],"coauthors":[417],"class_list":["post-11040","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-salesblazer","sf_topic-company-culture","sf_topic-sales","sf_topic-employee-experience","sf_topic-sales-fundamentals"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Communicating Compensation Changes to Employees | Salesforce<\/title>\n<meta name=\"description\" content=\"Here are four widely tested, tried, and true principles that industry professionals rely on to effectively manage compensation changes.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salesforce.com\/eu\/blog\/compensation-changes\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Manager&#039;s Guide to Communicating Compensation Changes to Employees\" \/>\n<meta property=\"og:description\" content=\"Learn how to communicate changes to your commission plans with strategy, transparency, and empathy.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.salesforce.com\/eu\/blog\/compensation-changes\/\" \/>\n<meta property=\"og:site_name\" content=\"Salesforce\" \/>\n<meta property=\"article:published_time\" content=\"2024-09-30T13:50:52+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-09-30T13:50:53+00:00\" 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