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Guide

The Ultimate Guide to Sales Compensation Planning

The Ultimate Guide to Sales Compensation Planning

The Ultimate Guide to Sales Compensation Planning

Xactly
Pages 24 Pages

This guide explains how to build fair, flexible compensation plans that motivate sellers while supporting company revenue goals. It recommends a cross-functional planning team involving revenue, marketing, RevOps, finance, compensation analysts, sales representatives, and external advisers. Fifteen core elements include eligibility, on-target earnings, pay mix, objectives, plan mechanics, upside, accelerators, performance periods, payout frequency, quotas, incentives, crediting, and additional rewards. The guide provides sample plans for account executives, customer success representatives, sales development representatives, sales specialists, and managers, with role-specific pay mixes and measures. It also stresses attainable quotas, limited objectives, uncapped upside, balanced territori

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