I am VP of Sales for a small, privately held company. We are an indirect sales channel for a Fortune 50 company. I manage a sales team of 9 people that are located in Tier 1 markets around the country. It was just announced that the company we are aligned with is reducing compensation to the entire indirect channel.
****My question is this: How do you take a team of sales professionals that are paid well (base salaries above average) and determine the best way to change their compensation without them losing the will to forge ahead and succeed. I am thinking that a lower base salary and higher at risk commission structure is the first step but my main concern is the effect that will have on overall motivation. Another tidbit, since we are an indirect channel our success is based on relationships with National Account Managers at our Fortune 50 partner and thus ability to control the sale is fairly limited. If this were a direct model, it would be much easier to implement the above.