Published: 04 October 2024
Every sales compensation design choice carries significant risk to seller motivation and business performance. CSOs can use this research to weigh business strategy, seller roles, market competitiveness and sales culture to make decisions that benefit their business and sellers.
Lack of alignment between compensation plan types and metrics puts business objectives at risk. However, CSOs often face challenges when working to clarify specific business strategies. For example, the 2023 Gartner Actionable Sales Analytics Survey shows that 64% of organizations modify their sales strategy multiple times per year.
Clearly defining seller roles, responsibilities and sales motions helps align the optimal plan type and metrics with each role while motivating sellers and reinforcing business strategy. According to the survey mentioned above, organizations that prioritize seller role design are 3.2 times more likely to improve revenue growth than those focusing less
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Analysts:
Nate Eisinger
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