Best Practice Report

Role-Based Sales Compensation Plan Design

March 13th, 2023
With contributors:
Mike Pregler , Robin Whiting , Christian Jibilian


A compensation plan that motivates sales reps to achieve company targets is the biggest lever available to a chief revenue officer. Role-based planning consolidates titles into types on the basis of their core selling responsibilities. This clarifies the impact of sales compensation design and makes it easier to design plans that align with sales goals and objectives. In this report, we provide a set of structured steps for creating a compensation plan that includes all roles within the organization.

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