Designing Sales Comp Plans That Drive Results
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Module 1: Comp Structures 101
Matching Base and Variable Splits to Your Sales Motion
Preview
Commission Bonus and Hybrid Plans Compared
When Accelerators Help and When They Distort Behavior
3 lessons
Module 2: Setting Quotas
Top-Down and Bottom-Up Quota Setting
Adjusting Quotas for Territory and Role Differences
Designing Ramp Quotas for New Hires
3 lessons
Module 3: OTE & Pay Mix
Setting On-Target Earnings by Role and Market
Choosing Pay-Mix Ratios by Seniority
Benchmarking OTE Against Market Data
3 lessons
Module 4: Avoiding Design Mistakes
The Three-Metric Rule for Plan Simplicity
Spotting Plans That Reward the Wrong Behavior
Clawbacks Caps and When to Use Them
3 lessons
Module 5: Modeling Plan Cost
Building an Attainment Distribution Model
Tracking Cost of Sale as a Percentage of Revenue
Stress-Testing Your Comp Plan Against a Bad Quarter
3 lessons
Module 6: Rolling Out & Revising
Communicating a New Comp Plan Without Triggering an Exodus
Mid-Year Adjustments and Grandfathering Decisions
Building an Annual Comp Plan Review Cycle
3 lessons
Module 1: Comp Structures 101
Commission Bonus and Hybrid Plans Compared
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