Case Study

NGA Human Resources: Redesigning Sales Compensation To Achieve Business Goals

January 4th, 2018


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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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.