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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 set quotas that most of the team can actually hit? Set them top down and bottom up, and treat the gap between the two as information rather than a negotiation. Top down is the revenue target divided... Doing the work 4 resources → How should SDR, AE and customer success comp actually differ, and why? Pay variable in proportion to how much of the outcome the person controls. An AE controls the close, so around 50:50 with a real accelerator. An SD... Doing the work 4 resources → Do SPIFFs work, or do they just teach the team to wait for the next one? Both, depending on how often you run them. A SPIFF is a tactical lever for a specific short window: a product launch, a stalled segment, a quarter ... Doing the work 3 resources → How do I split territories and segments without starting a civil war? The test of a good split is not that it is equal, it is that every rep has an equal shot at quota. Balance on potential and workload, so a patch of... Doing the work 4 resources →
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