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About Sales Compensation and Incentive Plan Principles For Enterprise Saas and Cloud Teams
This document provides guidance on developing effective sales compensation plans and organizational structures for SaaS and cloud sales teams. It recommends incentivizing desired behaviors like annual recurring revenue through commissions and quarterly bonuses. The "Book of Business" model is endorsed, where individual salespeople own accounts beyond the initial sale to encourage renewals and expansion. A sample compensation plan framework is outlined involving commissions on new business and renewals along with quarterly quotas. The goal is to incentivize consistent production over time for smoother revenue recognition.
Detailed Information
| Author: | ['Varun Prasad A'] |
|---|---|
| Publication Year: | 2015 |
| Pages: | 4 |
| Language: | English |
| Format: | |
| Price: | FREE |
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