Case Study

Thomson Reuters Elite: Streamlining The Compensation Planning Process

January 1st, 2018

Summary

Compensation sets expectations. This simple statement expresses a philosophy that a growing number of sales operations functions are adopting as they begin the sales planning process. Reviewing and potentially modifying sales compensation is a key element of sales planning, and it requires a formalized project plan, strong interlock between sales operations and sales leadership, and a clear understanding of goals and objectives. In this Select Practice, we describe how Thomson Reuters Elite implemented a new planning process that produced a comprehensive sales compensation plan to drive proper sales rep expectations.

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