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Quotas & compensation
Comp plan design
The full set of rules — mix, rate, accelerators, thresholds, SPIFs, clawbacks, payment timing — that decides what reps are paid for and therefore what they do.
Owned by: VP Sales Ops / CROTest band: VP Sales Ops / CRO
In practice
Reps optimise for the plan, not the strategy. If you want multi-year deals, pay on TCV; if you want new logos, pay them more than renewals. Model every plan against last year's actual deals.
The kind of thing the test asks
- The strategy is to win new logos, but the plan pays the same rate on renewals. Reps will…
- Before signing next year's comp plan, the analysis that must exist is…