If you answered "annually," you're in good company. About 60% of the 172 small-company executives we surveyed reported they'd reworked their sales-compensation scheme in the last six months to a year -- often to redirect their salespeople's efforts. At the other extreme, nearly one in 10 had never changed plans.

When did you last change your (Percentage
sales-force-compensation plan? of respondents)
In the last six months 41%
In the last year 19%
In the last two to three years 17%
Have never changed it 9%
No answer 9%
In the last five years 3%
More than five years ago 1%

Note: Responses don't add up to 100% because of rounding.

Source: Inc ./The Executive Committee survey of 172 CEOs, 75% from companies with sales of less than $20 million, San Diego, June 1993.