131: Management Math vs. Rep Math: How to Sell a Pay Change to Your Team
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131: Management Math vs. Rep Math: How to Sell a Pay Change to Your Team
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An annual salary is management math. Rep math is paycheck to paycheck. If the first check after a pay change comes in light, you’ve already lost the rep, no matter how good the year looks on paper.
A listener rolling out a new pay plan asked us what he’s going to hear from his team after the kickoff, and how to handle it. Bud, Mike, and Ross have been through more than 100 of these, and the pushback almost always comes down to four fears: you’re cutting my pay, I have to wait until the end of the month to get my money, I don’t trust the goals, and this is just another program that’ll be gone in six months.
We break down why a quiet kickoff isn’t buy-in, why reps need to see how goals get set, how pay calendars and draws keep cash flow steady, and why we’d rather wait for buy-in than rush a go-live. Technology is easy. People are hard.
If you’re getting ready to change how your reps get paid, this one is for you.
Listen, learn, and enjoy what you do. Share with a friend if you love it.
Watch on YouTube: https://youtu.be/0UTOjAJePFo
Learn more about VXP: https://vxptech.com
Questions for the show: info@vxptech.com
