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Comp, quotas and territory

Comp plans, quotas, OTE and accelerators, territory and segment design, in dollars and in rupees.

Level All Breaking into GTM Doing the work Leading a GTM team How the best do it
Market All India Global
Who's asking Everyone Founder doing GTM Founding AE SDR or BDR Growth and demand gen Product marketer RevOps Sales leader

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How do I build a comp plan that pays for the strategy we actually have this year? Write the strategy in one sentence first, then make the plan pay for that sentence and nothing else. If this is a new logo year, pay heavily on new... Leading a GTM team 5 resources → What does sales comp look like for an India based team selling into the US? The salary is Indian, the quota is not. A rep in Bengaluru selling US ACV costs a fraction of a US hire but is working against US deal sizes, so th... Leading a GTM team 5 resources → My comp plan is being gamed. How do I find it and fix it mid-year? Gaming is a design bug, not a character flaw, so go looking for it in the data before you go looking for it in people. Sort deals by discount, by c... Leading a GTM team 5 resources → How much should the whole GTM org cost, and how do I know when we are overspending? Stop looking at headcount and look at the magic number: net new ARR in a quarter divided by the fully loaded sales and marketing spend of the quart... Leading a GTM team 4 resources →
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