Model Overview Report

From Recruitment To Retention — Nurturing Sales Talent For Growth

Introducing The Forrester Sales Talent Management And Compensation Model

January 30th, 2024
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Mike Pregler , Steve Silver , Peter Ostrow , Eric Zines , Justin Ferguson , Kate Pierpont

Summary

Without a well-defined sales talent management strategy, a business risks losing its competitive edge, facing challenges in achieving revenue targets, and struggling to adapt to market changes. The Forrester Sales Talent Management And Compensation Model facilitates a consistent approach to attracting top talent, onboarding new hires, and optimizing individuals’ contribution to the organization. This approach is underscored with a compensation strategy that engages and motivates all customer-facing roles.

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