212 members · 28 posts · Members only
Wren Zhang· Silverline Media
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…
Oscar Lindqvist· Beacon Retail Group
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…
Yusuf Jimenez· Beacon Retail Group
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…
Farrah Grant· Copperfield Mining
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…
Petra Lindqvist· Lumen Biosciences
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…
Wren Grant· Independent
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…
Amara Larsen· Silverline Media
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…
Wesley Iversen· Northwind Logistics
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…
Noor Esposito· Steinbach Industrie
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…
Petra Lindqvist· Lumen Biosciences
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…
Petra Lindqvist· Lumen Biosciences
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…
Petra Jansen· Steinbach Industrie
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…
Ximena Keller· Aurora Hospitality
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…
Kenji Yilmaz· Larkspur Manufacturing
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…
Petra Jansen· Steinbach Industrie
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…
Wren Zhang· Silverline Media
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…
Theo Jimenez· Orchard & Vine
Mid-sized software company in the UK, roughly 85 account executives on a 50/50 mix. Today we pay 1.0x the base commission rate up to target, 1.5x from 100% to 150%, and 2.0x…
Isla Hoffmann· Copperfield Mining
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…
Petra Lindqvist· Lumen Biosciences
A lesson from a change I recommended and now partly regret. Building materials distributor in Germany, 130 field sellers. We moved from an annual quota with monthly commission to…
Bianca Ferreira· Larkspur Manufacturing
I defended caps for years. I work for an industrial equipment manufacturer in the north of England with 75 sellers, and we capped incentive at 200% of target for as long as anyone…
