A six-module course for sales managers, RevOps professionals, and founders who design or revise sales compensation plans. You will work from comp structures and quota setting through OTE and pay mix, common design mistakes, cost modeling, and rollout — building a practical deliverable in every module. By the end you will have a plan you can defend with method and math rather than guesswork.

Modules

Module 1: Comp Structures 101

Lessons

• Matching Base and Variable Splits to Your Sales Motion Preview
• Commission Bonus and Hybrid Plans Compared
• When Accelerators Help and When They Distort Behavior

Module 2: Setting Quotas

Lessons

• Top-Down and Bottom-Up Quota Setting
• Adjusting Quotas for Territory and Role Differences
• Designing Ramp Quotas for New Hires

Module 3: OTE & Pay Mix

Lessons

• Setting On-Target Earnings by Role and Market
• Choosing Pay-Mix Ratios by Seniority
• Benchmarking OTE Against Market Data

Module 4: Avoiding Design Mistakes

Lessons

• The Three-Metric Rule for Plan Simplicity
• Spotting Plans That Reward the Wrong Behavior
• Clawbacks Caps and When to Use Them

Module 5: Modeling Plan Cost

Lessons

• Building an Attainment Distribution Model
• Tracking Cost of Sale as a Percentage of Revenue
• Stress-Testing Your Comp Plan Against a Bad Quarter

Module 6: Rolling Out & Revising

Lessons

• Communicating a New Comp Plan Without Triggering an Exodus
• Mid-Year Adjustments and Grandfathering Decisions
• Building an Annual Comp Plan Review Cycle