Next week we’ll begin our March series on Sales Comp.

Part I: Designing Rep Comp Plans

  • Getting the split right: Base vs Variable

  • Quota to OTE ratio

  • Baselining achievement

  • Accelerators

  • Paying sales managers

  • A case study: Salesforce’s early comp plans

Part II: The art and science of SPIFFS

  • Why do spiffs succeed or fail?

  • When’s the best time to run a spiff?

  • How should you structure spiffs?

  • What do common rewards look like?

Part III: Commission Stack Benchmarking

  • What percentage should an Account Exec (AE) make on a deal?

  • How much should the rep’s manager, SE, and BDR make?

  • What does a “good” total commission stack look like?

  • Does this differ based on pricing model?

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