The War Room

Comp on Multi-Year Deal

I know typical practice is to comp on ACV with potential higher commission if the rep signs a 2 or 3 year deal. However, my company's deals are 2 years minimum, we don't do 1 year deals. Should I still comp the rep only for the first year or for both years? Should I pay the commission to the reps up front, or make them wait a year to get the commission for year 2?

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