Model Overview Report

Sales Compensation Plan Design And Management Model

October 26th, 2020


The head of sales is ultimately accountable for the sales compensation plan, but the CEO, CFO, and leaders from HR, legal, marketing, and service delivery influence the final plan design. To ensure a smooth process that results in a timely launch at the start of the fiscal year, the head of sales and the sales operations leader must use a structured, disciplined approach to assess plan effectiveness, design, and model suggested changes, and effectively communicate and manage the plan. In report, we introduce the Forrester Sales Compensation Plan Design and Management Model, a step-by-step process for heads of sales and sales operations leaders.

Want to read the full report?

This report is not available for purchase at this time.

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.