Best Practice Report

Role-Based Sales Compensation Plan Design

August 24th, 2020


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 to 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.

Want to read the full report?

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.