#sales-ops

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 balanced sales territories for maximum coverage. Data inputs: accounts by geography, revenue potential, current customer concentration, sales rep capacity. Criteria for balance: 1. Equal revenue opportunity ($2-3M per rep). 2. Manageable account count (50-75 active accounts). 3. Geographic proximity (minimize travel). 4. Industry expertise alignment. Process: 1. Map all accounts on visualization tool. 2. Identify natural clusters. 3. Assign territories. 4. Calculate opportunity per territory. 5. Adjust for balance. 6. Get rep buy-in. Review quarterly. Tools: Maptive, Badger Maps, Salesforce Territory Management. Prevents neglected accounts and rep burnout.

Build accessible sales enablement repository. Content types: 1. Pitch decks (elevator, 10-min, 30-min versions). 2. One-pagers (product overview, vs competitors, feature sheets). 3. Case studies (by industry, company size, use case). 4. Demo scripts and recordings. 5. Email templates (prospecting, follow-up, closing). 6. Objection handling docs. 7. ROI calculators. 8. Security/compliance docs (GDPR, SOC 2, HIPAA). Organization: folder structure by sales stage (prospecting > discovery > demo > proposal > negotiation). Naming convention: [asset-type]_[topic]_[date].pdf. Platform: Highspot, Seismic, Sharepoint, or Notion. Onboarding path: curate 'new hire essentials' folder. Maintenance: monthly audit (update stats, remove old), contributor model (marketing creates, sales provides feedback). Track usage: what gets used most? What's missing?