Summary
For B2B organizations, the effectiveness of the sales compensation plan affects the entire sales function. NGA Human Resources needed a new sales compensation plan that better aligned with its corporate financial goals. The Forrester Sales Compensation Model guided the redesign of the plan, which resulted in simplified compensation metrics and increased revenue. In this case study, we describe how NGA Human Resources (NGA HR) took a comprehensive approach to redesigning its sales compensation plan to ensure it aligned with corporate financial goals, was cost-effective, and motivated sales.
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