Sales compensation plan “alignment” is the key to its success. The sales compensation plan needs continuous review and updating to ensure alignment with evolving go-to-customer strategies. Of particular interest is how various business planning processes—revenue/expense budgeting, account potential, sales capacity, territory, quota and forecasting—work together to power the sales compensation program.
Companies are constantly looking to improve their internal processes and tools to enable them to execute their go-to-customer models more effectively and efficiently. There does not exist a singular best-in-class template to execute these revenue planning processes. They will vary based on industry, solution offering, company growth phase and go-to-customer model. Therefore, detailed planning processes must evolve over time.
This whitepaper explores the revenue growth steps your business should take to drive sales compensation success.
Learn more about the Sales Compensation practice.