Sales Compensation Plan Design And Management Model

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.