Incentive compensation design: Factoring forecast accuracy into your plans

How much will your organization sell this year? Who will sell it? When? And at what margin? Being able to answer these questions not only helps you set investor expectations, it enables you to implement accurate sales quotas, design effective compensation incentives, and drive performance.

In this webinar, we discussed forecast accuracy and the impact it can have on your compensation plans—and sales performance as a whole.

Tough questions will be answered, including:

  • How does forecast accuracy affect compensation plan design?
  • What can you do to make your quotas more accurate, even when your sales forecast accuracy is just what it’s always been?
  • How about forecast accuracy as a sales incentive measure? If it’s so important to the business, should we incentivize it?

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