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Services sales
How should we pay sales people selling ongoing IT outsourcing services with monthly fees?
For people selling IT outsourcing services (the primary offering), the sales people would normally earn variable pay based on bringing in deals. The question revolves around both the right measure to be used and payment timing…
What percentage of annual gross revenue should come from new business?
I believe your question is about sales roles with a new business focus when the acquired business generally turns into a long-term annuity type relationship. Examples from my experience include…
What is the best way to compensate for multi-year maintenance contracts, including Managed Services?
The first question about the multi-year maintenance contracts is whether the role for which you’re compensating is a new business role or an account management role. If its primary focus is gaining new business…