Best Practice Report

Closing Gaps In Seller Income During An Economic Crisis

April 14th, 2020

Summary

During an economic disruption, companies can use a range of approaches to protect seller incomes. Taking such steps sends a strong signal of support to employees. Consider the company’s business goals and the level of risk to the company and sellers, and make sure the selected methods are fully documented.

In the modern business environment, unexpected crises such as the COVID-19 pandemic can cause sudden and severe shortfalls in sales results, restricting income even for top performers. In this report, we examine the primary tools that B2B sales and sales operations leaders can use to shield sellers’ income during an economic crisis.

Want to read the full report?

This report is available for individual purchase ($1495).

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.