Q1
- Changed the SCP commission structure so commission is not paid until a defined threshold is reached, with payment effectively withheld until 100% attainment.
- Introduced increased AI-driven KPI tracking and activity monitoring across sales teams, with much of the reported activity being artificially generated to satisfy the reporting requirements rather than reflecting genuine sales activity.
Q2
- Issues with the ODW release resulted in payout discrepancies and ongoing uncertainty around commission.
- Tell Dell results were no longer made broadly available, effectively removing visibility of the results.
Q3
- Moved the compensation structure back to half-year targets while incorporating existing high quarterly backlog into the half-year quota calculation.
- Increased quota expectations to levels that appear significantly more challenging to achieve against historical performance and pipeline.
Q4
- Planned ODW rollout across selected countries within CSG following the issues experienced elsewhere, despite live training demonstrations reportedly failing and continued concerns over the tool's reliability and suitability.
Anything else worth adding to the list?