Achieving World-class Sales Compensation Design: How to Assess Your Plan Performance


We all agree that effective sales compensation is key to delivering sales and business strategy and that it is costly to get wrong. Your business may be pushing through a new strategy, restructuring, experiencing problems in delivering profitable growth, or a successful business wanting to ensure that everything is optimal. What is clear is that for each of these situations you need to know how effective your current sales compensation plans are performing.

The smart practice is to use a set of analytics that will test the effectiveness of your sales compensation plans. Using these outputs, you can address any major redesign or tweaks required to consistently deliver high sales performance.

Outside of major strategic or management change, it is still important to have a regular cycle of comp plan assessment and review. Sales strategy does not stand still, and compensation plans need to be aligned with the selling priorities and behaviors required of the salesforce. Data availability and technology support is a critical part of this process and it is important to know how these factors can support the analysis and review process.

You’ll learn:

  • How to assess plan performance and the level of analysis and review required
  • Analytical options, assessment criteria and approaches and process
  • Implications for plan redesign
  • The role and importance of data and technology support

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Access: 60 days | On-Demand Event Code: WEBINAR-20190402-PLAYBACK

Recorded Event

Please note: Prices are subject to change without notice. All sales are nonrefundable. Access to the live event is limited to the first 1000 participants, so be sure to log on up to 15 minutes prior to the event start time. The live event includes access to playback. Playback and the on-demand webinar are available two business days following the live event, and you can access them for 90 days. If you order the on-demand webinar after the live event, your 90-day access begins the day of order.

HRCI credits will only be granted for attending the live webinar event. On-demand webinars do not qualify for HRCI credit. You may receive a certificate of completion for watching an on-demand webinar. Please contact Customer Relationship Services at 877-951-9191 (United States and Canada) or +1 480-951-9191 (other countries) or email to request this certificate. You'll receive it in two to four weeks via email.


David Johnston

President | Sales Resource Group Inc.

David Johnston is the President of Sales Resource Group Inc. He has an extensive background in sales compensation audit and design. David has almost 30 years of consulting experience designing plans for organizations in diverse fields, such as print and broadcast media, pharmaceuticals, telecommunications, information technology, retail, manufacturing, and financial services.

Jon Clark

Director Strategy Services | OpenSymmetry

Jon has over 20 years of consulting experience across HR, reward and sales effectiveness. During the past 10 years he has specialized in sales incentives design. His wider sales effectiveness experience encompasses SPM current/future state operational reviews, vendor selection, and business case development.

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