Summary
A carefully crafted sales compensation plan is essential to gaining and maintaining a competitive edge. Compensation plans must provide sales reps with specific guidance on goals and objectives, performance expectations and incentive earning potential. Best-in-class companies continuously monitor the effectiveness of their compensation plans and conduct a formal compensation health assessment at least quarterly. In this report, we explain how to use the Forrester Sales Compensation Health Assessment Scorecard to continuously assess compensation plan effectiveness and make improvements.
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