Welcome back to our March series on Sales Compensation.

Part I: Designing Rep Comp Plans (Last week!)

  • 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

Your Complete Guide to Sales Rep Compensation - Part I: Designing Comp Plans

March's three part series on sales rep compensation planning at startups

www.mostlymetrics.com/p/your-complete-guide-to-sales-rep

Part II: The Art and Science of SPIFFS (This week!)

  • Why do spiffs succeed or fail?

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

  • How should you structure spiffs?

  • SPIFF structures you can copy

Part III: Commission Stack Benchmarking (Next week!)

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

  • What does the total commission stack look like after you add in everyone else?

  • Stuff that can push the stack higher

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