We generally recommend that rates decrease at a very high level of performance, well above goal. And the decrease should continue to hold the rate above the “base rate” (immediately below goal rate).
Search the Cygnal Group site
Click on a topic below to see related 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 Measures Modeling Motivation New business sales Override Payment Caps Payment timing Pay mix Payout frequency Pay Structure Plan design principles Plan document Plan mechanics Plan provisions Quota bonus Quotas Recurring Revenue SaaS Sales credit trigger Sales leader Services sales SPIFFs Team Selling Termination Thresholds