#commission

Handle commission conflicts fairly. Common disputes: 1. Split credit (two reps claim same deal). 2. Deal attribution (inbound vs. outbound claimed). 3. Clawback timing (customer churned, commission retracted). 4. Rule interpretation (new comp plan unclear). Resolution process: 1. Rep submits written dispute with evidence (CRM notes, emails, timestamps). 2. Sales ops reviews within 3 business days. 3. Gather facts: CRM history, manager input, email trail. 4. Compare to comp plan terms. 5. Make decision with rationale. 6. Communicate outcome with explanation. 7. Escalation path if unresolved (VP Sales). Prevention: 1. Crystal-clear comp plan documentation. 2. Lead routing rules documented. 3. Split rules defined upfront (50-50 for equal contribution, 70-30 if lopsided). 4. Clawback terms clarified (typically 90-day window). 5. Regular comp plan training. Manager involvement: mediate before escalation. Transparency builds trust.

Design a motivating sales compensation plan. Components: 1. Base salary (40-60% of OTE). 2. Variable commission (tied to quota attainment). 3. Accelerators (>100% quota achievement). 4. SPIFs for strategic initiatives. 5. Team vs individual targets. Models: straight commission, tiered, revenue vs profit-based. Align with business goals (new logos, expansion, retention). Set achievable quotas (60-80% of reps hit). Pay frequently (monthly). Keep plan simple and transparent. Review annually. Benchmark against industry standards.

Design motivation-driving compensation structure. Components: Base salary (40-50% of OTE), Variable commission (50-60% of OTE). Tiers: 0-70% quota: 8% commission. 70-100% quota: 10% commission (standard rate). 100-120% quota: 15% commission (accelerator). 120%+ quota: 20% commission (super accelerator). Example: $100k OTE, $50k base, $600k quota. At 100% quota: $50k base + $60k commission (10% of $600k) = $110k. At 120% quota: $50k base + 12k (0-70%) + 18k (70-100%) + 21.6k (100-120%) = $101.6k. Add SPIFs for strategic goals. Pay monthly or quarterly. Include clawback clauses. Review annually.