ventox35

Sales Leader

SALES MANAGER/DIRECTOR COMP!!!!

About to move into a management/director level role-overseeing, training, coaching, recruiting, managing the field reps.

I've got flexibility to propose some compensation plan ideas. I'm curious what are some successful models for management compensation:

-based off success of the team?

-individual performance? How do you even measure this?

-success stories?

-Current examples?

💰 Compensation

🧢 Sales Management

🎯 Career Development

10 comments

Sort by:

SaaSam

Politicker

Account Executive

I've never held the role but I've been at an org where the sales managers made a percent of everything produced by their teams. It kind of resulted in the managers being huge micro-managers, I finally told mine that he wanted to see what I had for breakfast I could just tell him and that there was no need to crawl up my ass anymore. Worked for about a week.

MCP

Valued Contributor

Sales Director

It’s not that dissimilar from AE’s to be honest. They’re usually team performance based, but keep in mind, a manager’s quota is generally 75% of the team’s aggregate. It has to be, there’s no such thing as everyone on a team making 100%.
So consider what you want for OTE and then apply a 60/40 split between base & commissions. Make sure you get monthly payouts on variable pay & that they start immediately vs after thresholds are made. Don’t forget accelerators and / bonuses above 100%. You may even get them at 90% with tiering.
SalesHacker is a good resource for this.
End of line.

LordBusiness

Politicker

Chief Revenue Officer

Your compensation should be based on the success of the team you are being task to run. "Player/coach" roles are impossible and don't work.

poweredbycaffeine

WR Lieutenant

☕️

Base - 50%
Variable - 50%

Variable split as such:
33% team performance (Rev based)
33% recruiting based (growing your team)
33% OKR based (deploying new sales playbooks, etc)

aiko

Politicker

Sr. Account Executive

I’m curious to see how much they actually make!

Salesify

Executive

From what I heard, you always take a pay cut from Sales Rep to Management. It's like becoming a BDR all over again - managing people is a whole new game.

hh456

Celebrated Contributor

sales

I have 108k base, 401k matched, i can cash out 250 hours of pto a year (at $52 p/hr), I get 8% commission annually on the company gross profit (money left over after bills paid, pre-ebitda).

CuriousFox

WR Officer

🦊

It should be based depending on the numbers of your team.

DeLaTommy

Executive

Enterprise Account Executive

Enterprise sales manager is $400k - $450k OTE

princess_slaya

Fire Starter

RVP

$140k base/$280 OTE is doable. If your team might be closing big deals or the teams are overachieving numbers consistently i would ask for a comp plan where you get a % of what the team closes. I was on a model where i had a targeted quarterly bonus and how much of it I got was based on the % attainment of my number. That model manages costs well for the company because it limits your upside as a manager

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

ventox35

SALES MANAGER/DIRECTOR COMP!!!!

10 comments

Related posts

Differences between sales manager & sales director?

Career in sales other than AE --> Manager --> Director --> VP

Comp for VP Sales?