This guide provides a structured overview of sales compensation, role distinctions, and compensation plan design principles. It is designed for HR professionals who need to contribute to or support the development of sales compensation programs that create business value.
Included in this resource:
- Overview of sales compensation versus regular compensation and key differentiators
- Explanation of common sales roles and their characteristics, including a role-mapping template
- Framework for establishing compensation objectives, including current state assessment, future state design, and measurement
- Example questions for leadership and sales workforce to evaluate compensation effectiveness and perception
- Templates to define ideal future state, including goals, drivers, and rewards
- Measurement framework with sample performance indicators and success metrics
