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Sales Models: Transitioning From Sales Stars to a Sales Machine

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How do we compensate appropriately when the sales person is responsible for both New and Recurring business?

Sales Comp Answers

Three approaches that work are: (1) split the plan into New and Existing components, (2) single component goal-based plan with a goal that requires good retention/penetration and New, (3) pay on net new.

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When is the use of a threshold a good idea vs. paying on every sale?

Sales Comp Answers

For sales people tasked with growing an established business, a threshold can be the key to focusing them on growth.

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If a Territory Manager is a “Hunting Farmer,” How Should Their Comp Work?

Sales Comp Answers

While many established sales organizations use the hunter-farmer model as their sales force organization model, there are inevitably geographic territories or customer segments that do not justify both “hunters” and “farmers’…

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New hire sales comp arrangements

Sales Comp Answers

To address this, here’s an overview of a few ways to smooth the entree for a new rep, listed from the least to the most effective in a long sales cycle role…

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