Better accuracy in forecasts leads to reduced costs through better operations management, the ability to manage investor expectations and stabilize stock prices, and of course accurate sales quotas. This webinar features Kevin Gray of Anaplan and Donya Rose of Towers Watson with best practice information on sales comp plans and forecast accuracy.
Most businesses change their sales compensation plan a bit on an annual basis, tuning rates, adjusting goals, possibly adding linkages or adjusting crediting rules. There is value in keeping the basic framework stable as long as it is serving the business well.
There’s a direct chain that goes from the business strategy all the way to the measures and objectives in the sales comp plans. If you can’t demonstrate these linkages, your sales compensation plans may not be doing all they can to support your business’s success.