Late comp plans and territory assignments leave reps sitting on their hands for weeks, so they should be settled before the SKO. Listen
McMahon said CROs are late getting out comp plans and territories: the year ends January 31, reps know their territories have changed but have no comp plan, and the SKO may not happen until March 1, leaving reps sitting on their hands for a month and hurting productivity. Kaplan added that about 50% of the people they talk with have not done this by the SKO.
“No, I don't disagree with one of the biggest issues I see too is that CROs are really late in getting out Komplans en territories.”
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From Why Your Reps Leave SKOs No Better Equipped to Sell with John McMahon and John Kaplan.