Changing a sales compensation plan is one of the fastest ways to create tension inside your organization — and one of the fastest ways to lose momentum if you get it wrong.

In this episode, Bud, Ross, and Mike break down six common mistakes that can sabotage your team’s transition to a new pay plan. These are the real-world blunders we’ve seen in the field — and yes, sometimes made ourselves — along with the fixes that actually work.

We cover:

🚫 Skipping training — why it kills adoption before it starts

🧮 Overcomplicating the math — and sending reps straight to “I don’t care” mode

💸 Failing to show the money early — and losing buy-in before momentum builds

🤔 Ignoring the skeptics — and letting them run the narrative

🗓 Treating rollout as a one-and-done — instead of an ongoing campaign

🧩 Leaving middle management out — and missing your most important allies

Along the way, we share real client stories (the wins and the faceplants), talk about the psychology behind pay plan adoption, and give you tactical ways to roll out changes with confidence.

Whether you’re gearing up for a new plan or just tweaking incentives mid-year, this episode will help you sidestep the potholes and keep your sales team engaged, aligned, and ready to win.

Listen in to learn how to avoid wrecking your own rollout — and set your team up for a smooth, successful transition.

Chapters

00:00 Transitioning to New Pay Plans

11:17 Understanding Compensation Structures

14:20 Addressing Skepticism in Organizations

16:23 The Importance of Communication in Compensation Changes

19:37 Confidence in Leadership During Transitions

23:44 Real-World Examples of Compensation Challenges

31:57 The Role of Middle Management in Change

35:44 Industry Trends and Innovations

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About Tapped In Sales:  

Tapped In Sales is a podcast dedicated to beer distributors and beverage industry professionals who are looking to elevate their sales strategies and drive profitability. Hosted by industry experts Bud Dunn and Mike Hall, we dive deep into real-world stories, actionable insights, and the latest trends to help sales teams and managers unlock their full potential. Each episode blends data, strategy, and motivation, making complex topics easy to understand and implement.

This podcast is powered by VXP Tech – the leading Sales Strategy Management system designed for beer distributors. VXP simplifies the complexities of goal setting, variable compensation, and sales team performance, helping you master your market and grow profits, case by case.

Stay tuned for expert advice, fresh perspectives, and tools to sharpen your sales approach!

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