Decision Tool

The Forrester Sales Compensation Commissionable Impact Assessment

Ensure Alignment Between A Rep’s Impact And Compensation

June 9th, 2023
Seth Marrs, Principal Analyst
Seth Marrs Principal Analyst
With contributors:
Cristina De Martini , Christian Jibilian

Summary

Commissionable impact is the level of at-risk pay that is directly proportional to the level of influence and impact a rep has on a sale, along with the organization’s ability to validate that impact. Reps with a high direct impact should have high at-risk pay; those with a lower impact should have low at-risk pay. Although a sales rep always plays an important role in the sale, they may not always have a commissionable impact. The Forrester Sales Compensation Commissionable Impact Assessment allows sales leaders to review their reps’ roles to see how much impact they have and align this impact with their compensation.

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