Benefits Manager, Copperfield Mining
Wesley Iversen· HR Business Partner, Northwind Logistics
Asked in Sales Compensation ·
Territories redrawn in July: what happens to quota and deals in flight?
Logistics and freight forwarding group in the Nordics, 95 sellers across Sweden, Norway, Denmark and Finland. Following an acquisition we are redrawing territories from 1 July, half way through the plan year. About 30 sellers will lose or gain named accounts.
The plan document says only that the company may change territories at any time. It says nothing about open opportunities or how quota is adjusted.
I need a workable rule quickly. In particular: who gets paid on a deal that the old owner has worked for months but which closes after the change? And do you recalculate the annual quota or run two half-year quotas?
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