Q: My manager keeps changing the way our Sales Teams’ bonus is calculated, it’s demotivating me, what can I do?
A: A bonus scheme should serve to motivate; it appears in your case this is not happening. Assuming your motivation is to earn the incentive payment, ask your manager to explain (preferably in writing) exactly what needs to be done, over what period and when the bonus incentive money will be paid. This way, you have an exact step-by-step outline of the ‘rules’ and also documentary evidence in case the manager changes his/her mind halfway through the targeted period.