Sat.Feb 15, 2020

A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (Updated)


We put together a basic 50/50/25 VP of Sales comp plan early on at SaaStr, and it seemed time for an update. Incentives are critical, and the VP Sales will likely be the Seemingly Most Expensive hire you ever make. That’s stressful.

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How to Make and Use a Proper Sales Bookings Productivity and Quota Capacity Model


I’ve seen numerous startups try numerous ways to calculate their sales capacity. Most are too back-of-the-envelope and to top-down for my taste.