Best Practice Report

Determining Pay Levels Within A Compensation Plan

April 17th, 2020

Summary

Elite B2B sales reps strive to take on the greatest challenges with the most financial opportunity. Determining and assigning accurate pay levels for sales reps is a key step in aligning company and employee goals. Deliberate review and analysis of key factors is necessary to create total target compensation (TTC) aligned with organizational objectives. Sales rep compensation design must start with TTC and then be aligned to an attainable quota. In this report, we provide details about pay levels, show how to determine optimal total target compensation (TTC) and address ways to ensure TTC is aligned to quota to increase the chances of success for both organizations and individual sales reps.

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.