Decision Tool

The Forrester Sales Compensation Design: Role Validation Tool

September 18th, 2020
Seth Marrs, Principal Analyst
Seth Marrs Principal Analyst
With contributor:
Steve Silver

Summary

Sales compensation plan design focuses on building a set of incentives within the structure of the plan that motivate the sales team to meet or exceed company objectives while achieving personal success. 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. This tool supports a structured approach to building role-based plans and modeling expected payout. Users document all quota-carrying sales roles within their organization, including title, the number of reps that hold that title, and the role type and role focus.

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