Sales Comp Plan Design


New sales take 6+ months to negotiate and the account size is unknown at the point of close. This situation makes calculating commissions a difficult task


  • Serent cooperated with the sales leaders to determine the objective of the sales comp plan
  • Serent developed a model to present the commission payouts for the same sales situation under different circumstances
  • The model helped the business leaders choose a compensation plan and communicate it to the sales team


Compensation for sales representatives now ties to 3-year value of new contracts Account managers are now compensated on growth within existing accounts