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New in Sales Compensation
Three-year contracts: do you credit total contract value or the first year only?
Facilities management software vendor in Vancouver, 55 account executives selling to property owners across Canada. Until recently nearly all deals were one-year terms. Finance…
0 replies · 1 reaction
New in Sales Compensation
Every rep keeps a shadow spreadsheet. I think that is our failure, not theirs
I spent a day in the field last month with sellers at our packaging business in Canada, about 65 reps. Every single one showed me a private spreadsheet in which they track their…
1 reply
New in Sales Compensation
Recoverable or non-recoverable draw for new sellers in a 90-day sales cycle?
We are a commercial flooring and fit-out supplier in Australia with 38 sellers in Sydney, Melbourne and Brisbane. Mix is 60/40. New sellers currently get a recoverable draw for…
0 replies
New in Sales Compensation
Partner-sourced deals: does your direct rep get full, partial or no credit?
Cybersecurity software company with its regional headquarters in Singapore, 30 direct sellers and 8 partner managers covering South-East Asia and Australia. About 35% of bookings…
0 replies
New in Sales Compensation
Five measures down to two: what happened when we simplified the plan
Our account managers at a food ingredients supplier in the Netherlands, 48 people, had a plan with five measures: revenue, gross margin, new product sales, customer visits logged…
4 replies · 1 reaction
New in Sales Compensation
Clawing back commission when a customer cancels inside the first year
Subscription software for small businesses, headquartered in Lyon, 70 sellers in France, Spain and Belgium. Average contract is small, about 4,000 euros a year, paid monthly, and…
4 replies · 2 reactions
New in Sales Compensation
What should customer success managers be paid on, if anything variable at all?
I am reviewing pay for a team of 28 customer success managers at a human resources software company in Amsterdam. They are on fixed salary plus a 10% company bonus. Sales…
2 replies · 1 reaction
Research from Northfield Society
research2027 Salary Budget Survey results are available
Median budgets held at 3.6% for a second year, with technology roles again the outlier.
Join the discussion · 1 replyDeadline from Northfield Society
deadlineCRP recertification window closes 30 November
Submit your continuing education credits before the end of November.
Join the discussion · 1 replyNew in Sales Compensation
Our SPIFs stopped moving anything. Here is what the data showed
I work in reward for a general insurer in Australia with about 300 people in broker-facing sales. We ran 14 SPIFs last financial year, mostly gift cards or a few hundred dollars…
5 replies · 8 reactions
Event from Northfield Society
New in Sales Compensation
Plans signed in week nine again. A timetable that got us to day one
For four years running, our sellers received their plan documents and quotas in late February or March for a year that started on 1 January. US-based software company, 260 quota…
3 replies · 9 reactions
New in Sales Compensation
Should enterprise and SMB sellers be on the same pay mix?
We are a 900-person software and services company in Bengaluru selling into India and the Gulf. Until now every seller has been on 60/40 base to variable. We are splitting the…
3 replies · 17 reactions
New in Sales Compensation
Paying the same rate on renewals as on new business: are we overpaying?
Trade media and events business in the UK. About 50 sellers sell advertising, sponsorship and data subscriptions. Roughly 65% of each year's revenue is renewal of last year's…
6 replies · 7 reactions
New in Sales Compensation
The windfall clause we finally got to stick, after two that did not
I run reward for a telecoms provider in the Netherlands with around 140 sellers in the business segment. Twice in five years we tried to limit payout on an unexpected large deal…
4 replies · 4 reactions
New in Sales Compensation
Global account manager and local rep both want full credit on the same deal
Industrial distributor in the US, about 220 sellers, of whom 12 are global account managers. When a global customer places an order through a local branch, the local territory rep…
5 replies · 9 reactions
New in Sales Compensation
First-line sales managers: pay on the team roll-up alone or add their own measures?
Business services company in Paris, 16 first-line sales managers each leading six to nine sellers. Managers are on 65/35 and their variable pays entirely on the team's total…
2 replies · 11 reactions
New in Sales Compensation
Who has the final say on commission disputes at your organisation?
Telecoms and managed services provider in India, about 400 sellers in enterprise and channel. Disputes over crediting and payout currently go to the regional sales head, who…
4 replies · 8 reactions
New in Sales Compensation
Quota relief when the sales cycle is 14 months and the plan year is 12?
I look after sales compensation for a medical devices business in Germany, about 60 quota carriers selling capital equipment to hospitals. A typical tender runs 12 to 16 months…
4 replies · 9 reactions
New in Sales Compensation
Getting a plan change through works councils in two countries: what I would do differently
We changed the sales incentive plan this year for 210 sellers in Germany and France at a laboratory equipment company. The design work took two months. Consultation took seven. I…
3 replies · 15 reactions
