Best Practice Report

Designing Compensation Plans For Strategic Account Managers

January 1st, 2018
Mike Pregler, null
Mike Pregler


For B2B organizations, strategic accounts require different methods of selling depending on the maturity of the relationship with each account. Well-designed strategic account sales compensation plans reward nurturing activities that are appropriate for strategic accounts’ maturity level. This is achieved by aligning compensation with the achievement of sales cycle inflection points mapped to each account. In this report, we define strategic account maturity stages and suggest performance measures that are appropriate for salespeople managing accounts in each stage.

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