Wesley Iversen
HR Business Partner at Northwind Logistics
Madrid, Spain
65 points0 ribbons2 discussions4 replies1 answer accepted
Where Wesley takes part
Activity
2 discussions · 4 repliesReplied to in Sales Compensation ·
Five measures down to two: what happened when we simplified the plan
The test of asking sellers what an extra sale is worth to them is one I am going to borrow. I suspect most of our 150 would fail it, and we have only three meas
Posted in Sales Compensation ·
Our SPIFs stopped moving anything. Here is what the data showed
5 replies
Answered in Sales Compensation ·
Quota relief when the sales cycle is 14 months and the plan year is 12?
✓ Accepted answer · We stopped treating it as relief and changed the measure. For capital equipment reps, 30% of target incentive now pays on milestones that happen inside the year
Replied to in Sales Compensation ·
How steep should accelerators be once a rep passes 100% of quota?
I would push back a little on steep and uncapped as a default. In our case the 2x tier mostly rewarded reps who held December deals into January to start the ne
Replied to in Compensation ·
Two surveys put the same senior engineering job 14% apart. Which do you believe?
Look at who is in each sample before deciding anything. In our case the higher survey was dominated by venture-backed and US-headquartered firms, the lower by b
Asked in Sales Compensation ·
Territories redrawn in July: what happens to quota and deals in flight?
3 replies
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