Since 2020 there has been numerous changes to remove or limit earnings compensation elements such as profit sharing, services bonus, big hits, multiple commision structures and unfortunately now unrealistic goal setting I believe every region is not at goal. Each year we are just wondering what executive leadership will adjust next to pretend it is a positive impact and Grainger still offers a “competitive” compensation plan.
Sales leaders try to keep spirits high even though turnover has increased and are sales staff continues to lose top performers at multiple levels but even they show signs of mental exhaustion at this point
Sales commissions are not relevant anymore as most plans offer less than 1% commision based on total goal revenue. Typically, high performers carry weight of the goal so more people have a chance to obtain goal but with many veterans sellers leaving we are seeing the impact and less success even though Grainger continues to post record years and improved profitability. Unfortunately, based on the spike in turnover and poor engagement from sellers I feel those growth records will be stalled and decline as the customer service levels slip due to green sellers in complex selling environments.
