tierra

Director of Revenue Operations

Territory and Comp Plans W/Ls

Curious to see if there are any favorite or unfavorable practices when it came to changes to territories and compensation plans. Have you had changes that were FTW? Have you experience changes that suck @$$?

Also - what are current variable compensation plans for SDRs and AEs? I've heard that the current market is all over the place but curious to hear more for anyone currently making any jumps.

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Diablo

Politicker

Sr. AE

Compensation varies and depends upon multiple factors - including locations.

Don’t have much experience about the first question.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Do you have any examples of good or bad changes from your experience? I mean, usually someone’s not happy with a territory change. Doesn’t make the change bad for everyone, though.

tierra

Contributor

Director of Revenue Operations

Yeah so examples I’ve seen include

Bad Territory Plans
- we’ve always done it this way
- unbalanced market size
- turning all of your outdoor sales into a call center

Bad Comp
- too many components, and complicated to understand.
- capped commissions, especially after a quarter of uncapped commissions.
- withholding commissions

Good territory plans
- ease to access customers
- ease to include support
- builds off past successes or opportunists.

Good comp
- real time overview of sales and monthly payments
- added incentives
- accelerators based on quota attainment

Kosta_Konfucius

Politicker

Sales Rep

Been part of a lot bad comp, where there wasnt much knowledge of how much I will get in commish for certain deals. So many products with different %

SADNESSLieutenant

Politicker

Officer of ♥️

comp plan changes have never been ftw for me, and territory changes historically suck.

Variable is usally 55-75 or 65-90 or 70-120 ive heard

ThatNewAE

Big Shot

Account Executive - Mid enterprise

Ah, territory plans change all the time. I just ask for 5-7 top retention accounts for me to continue working on nevertheless.

jefe

Arsonist

🍁

I've been hosed by unrealistic quota increases, but territory changes have treated me well for the most part.

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tierra

Territory and Comp Plans W/Ls

7 comments

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