Best Practice Report

Implementing A Sales Compensation Annual Cycle

February 23rd, 2021


Sales operations leaders can apply the flywheel effect, where every turn of the flywheel builds on earlier work and compounds efforts, to improve the annual design process for sales compensation programs. Adhering to a standard phased cycle creates momentum that builds with each phase, eventually resulting in a plan that’s performing at such a level that the same effort leads to a compounded impact. In this report, we define the four phases of the annual sales compensation cycle and the actions sales leaders must take in each phase to continually improve sales compensation program performance.

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.