Best Practice Report

Aligning Sales Compensation And Organizational Maturity

November 5th, 2018


For B2B companies to grow sales year after year, chief sales officers and sales operations leaders must maintain their focus on achieving that consistent growth. However, this vision cannot become a reality without constant attention to the details or tactics through which it is achieved. In this report, we introduce the Forrester Sales Compensation Maturity Framework, which helps sales leaders adjust their compensation approach as their company’s priorities and capabilities evolve across four growth phases.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.