All Star Sales T eams You want the core group to represent the issues that will concern the good to excellent performers on the sales staff. You want the core group to reinforce the merits of the plan once it goes public. Prepare prior to publicizing the plan and orchestrate the sequence of communication; who says what to whom. Select the best media for your target audience when you present the plan. Don't cheapen the plan's impact by cutting corners or assuming knowledge not yet re- vealed by the audience. Go over extended scenarios of the plan to en- sure your presentations illustrate how expected performance is rewarded. Use the core group to raise questions that may be asked by the sales force. Make sure all the communicators of the plan have the same an- swers for each question. Immediately prior to publicizing the sales plan, contact your best producers one on one. Make sure they understand the intention and workings of the plan. Gauge their reaction before going public. It im- measurably enhances the company's credibility in the eyes of your elite sellers when their comments are taken to heart and adjustments made. It is equally impressive when management acknowledges and reflects