Realignment of Sales Compensation

Go-to-Market Trends & Mandates

Business services is facing growing pressure to evolve. Acceleration of technology, digital platforms, new competitive offerings and revenue models are causing an identity crisis.
In part four of our video series, Dave Eddleman discusses how the growth phase of your organization impacts sales compensation design and the importance of ensuring that GTM elements are in place and stable before jumping to motivate sales through compensation.

At 4:41, Dave describes the components and guidelines for a successful sales compensation plan including eligibility, pay levels and base and variable pay mix.

Watch all of the Business Services Go-to-Market Trends & Mandates video series.

• Part I – Introduction
• Part II – Sizing the Prize
• Part III – Trends in Sales Coverage

For more information on the GTM trends and mandates for business services, please contact an Alexander Group practice lead.