Conference ilbbak::us_sales_service

149.0. "How to diffuse an unexploded bomb!!" by ODIXIE::RYANKE (Kevin Ryan @MTO DTN 360-5115) Fri Aug 21 1992 14:07

    I am hoping that this will be the place/notes file that will discuss
    the Pay for Performance plan that Bob Palmer/Don Zereski announced
    8/11.
    
    There is a lot of speculation about this plan.  I am hearing from other
    sales folks things like,
    
    "I don't know what I'm supposed to sell, who I am supposed to sell it
    to and don't know how I am going to get paid for it"
    
    The inaction caused by the uncertainty of how we will be compensated
    can be devastating to the "supply chain".
    
    By Don's comments, the sales organization has been working pretty well
    late in FY92 and starting off FY93.  To drop this unexploded bomb on
    the front line of your own troops without explaining how to diffuse it,
    throw it at the enemy or when to run from it would seem very
    counterproductive at this time.
    
    My recommendation is to please let us in on the details as soon as
    possible.
    
    Thanks - Kevin