Cygnal Group
  • Sales Comp Answers
  • Services
    • Services Overview
    • Advisory
    • Express
    • Full Service
  • About
  • Resources
    • Resources Overview
    • Published Articles
    • Webinars & Speaking
    • Podcasts & Videos
  • Contact
Select Page

Video: Sales Pay Structure – How much fixed, how much variable?

Sales Comp Answers, Video

(17:44) In putting together a sales pay structure, first establish the right total cash compensation for the role. Following this, the pay mix (fixed:variable ratio) and leverage (upside intentions) complete the pay structure. The considerations are…

Share
Tweet
Share

Base Salaries for Sales – annual merit increases, or not?

Sales Comp Answers

Should we be using our standard annual merit pay adjustment process with our sales team’s base salaries, or should we just expect them to earn their own raise through increased sales?

Share
Tweet
Share

Should sales leader comp go up with quota size?

Sales Comp Answers

We have two sales VPs with remarkably different team revenue quotas. One at $12MM/yr, the other at $20MM. To date we have targeted the same variable comp for each…

Share
Tweet
Share

Managing base pay for sales roles

Sales Comp Answers

If you’re going to have base pay, manage it, varying base pay levels to differentiate among people based on value-creating attributes that don’t change year over year.

Share
Tweet
Share

Why is it important to set Target Total Compensation for a role?

Sales Comp Answers

Target Total Compensation (TTC) is the amount of pay that a role (not a person) is expected to earn at 100% of expected performance. This number is absolutely essential to developing sound compensation plans. Without it you will not know who is doing better than expected and who is doing worse. Compared to what?

Share
Tweet
Share
« Older Entries

Search the Cygnal Group site

Subscribe

Enter your email address below to receive an email whenever a new sales comp tip is posted

Click on a topic below to see all associated posts

Account management Annuity sales Base pay Change management Charge backs Commission Commission Draw Economic downturn Financial implications Incentive eligibility Inside Sales Long-term contracts MBO Measures Modeling Motivation New business sales Non-cash incentives Open territories Override Pay mix Pay Structure Payment Caps Payment timing Payout frequency Plan design principles Plan document Plan mechanics Plan provisions Professional services Quota bonus Quotas Recurring Revenue Referral fee SaaS Sales credit trigger Sales leader Selling roles Services sales SPIFFs Team Selling Termination Thresholds Training

Not finding your answer? Ask your own question below!

  • About
  • Privacy
  • Terms of Service
  • Contact
Copyright © 2019 The Cygnal Group, Inc. All rights reserved.