Best Practice Report

Sales Compensation Plan Design: Getting Buy-In From Key Stakeholders

January 1st, 2018

Summary

Making changes to sales compensation is one of the most challenging ideas for sales operations to “sell” internally to senior leaders. This is primarily because of the risk involved: Poorly designed compensation plans can destroy sales performance and cause wild swings in one of the company’s largest and most variable expenses — sales commissions. In this report we present a method that helps sales operations leaders improve their persuasion skills and win support for proposed sales compensation plans by viewing these proposals from the perspective of key stakeholders.

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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.