Welcome back to part three of our March series on Sales Comp.
Today we’ll be looking at the typical SaaS Commission Stack, and how much reps should be earning per deal.
As a refresher, here’s what we’ve covered for paid members so far this month:
Part I: Designing Rep Comp Plans
Who’s involved in comp plan design
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
What counts as a booking?
Comp plan flaws
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 Rate Benchmarking
What commission rate should an Account Exec (AE) make on a deal?
What does the total commission stack look like after you factor in everyone else?
Things that can push the rates higher
A long standing point of debate between sales teams and finance teams is how much a rep should get paid as a percentage of the deal they sign.
We here at Mostly metrics have decided to change our name to Mostly Meta World Peace and unite those who pay and get paid, once and for all.
CFO trying to give sales team a hug
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