Best Practice Report

Designing Compensation Plans For Strategic Account Managers

January 1st, 2018
Mike Pregler, null
Mike Pregler

Summary

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.

Want to read the full report?

Contact us to become a client

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.