Conducting A Midyear Sales Compensation Assessment

Many B2B organizations evaluate their sales compensation program as part of the annual planning cycle. Conducting this assessment only once a year, however, increases the likelihood of compensation issues resulting in high turnover, recruiting obstacles, and poor overall sales performance. Organizations should evaluate their compensation program midyear to assess the previous year’s performance and determine whether any changes should be made immediately or in the next year’s plan. In this report, we explain how to conduct a midyear sales compensation assessment to evaluate compensation program effectiveness and identify improvement areas.