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…
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…
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…
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…
Wesley Iversen· Northwind Logistics
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,…
Theo Larsen· Ravenna Chemicals
Commercial insurance broker in the UK, 90 producers. Our new business bonus has a threshold: nothing is paid below 70% of the annual new business target, then it pays from the…
Isla Walsh· Kestrel Aerospace
Each October I present a review of the sales incentive plan to our executive team at a logistics software company in Australia, 150 quota carriers. Over the years I have cut the…
Petra Pereira· Bellwether Consulting
US medical devices company, around 180 sellers. In January we launch a new surgical product through a dedicated team of 20. Marketing's forecast for year one has changed three…
Theo Gupta· Halcyon Financial Group
Software company based in Toronto, 110 account executives across Canada and the US. Our old ramp was a non-recoverable draw of 100% of target incentive for three months, then…
