Sales Compensation & Quota Planning
OTE and pay mix, commission tiers and accelerators, top-down and bottom-up quotas, attainment distributions, SPIFFs, draws and clawbacks, cost of sales and pipeline coverage: design and test a sales comp plan in a live spreadsheet that checks every cell.
The first lesson is free — no account needed.
About this course
A sales compensation course that designs and tests one B2B software company's comp plan in a spreadsheet, for sales ops, RevOps, finance and sales leaders. You split on-target earnings into base and variable pay and derive each role's commission rate, pay six AEs through a three-tier plan with accelerators and compare it with a flat-tier plan that has a payout cliff, set quotas top-down by market potential and bottom-up from history and blend them, count attainment into bands for a histogram, pay a gated quarterly bonus and a capped new-logo SPIFF and check whether it paid for itself, run a recoverable draw and claw back commission on cancelled deals, measure the cost of sales as comp over bookings and weight the forecast categories against pipeline coverage. The first lab is free.
Lessons
- On-Target Earnings & Pay MixFree
- Commission Tiers & Accelerators: Marginal vs Flat Pro
- Quota Setting: Top-down vs Bottom-up Pro
- Quota Attainment Distribution with a Histogram Pro
- SPIFFs & Quarterly Bonuses Pro
- Recoverable Draws & Clawbacks Pro
- Cost of Sales: Comp as a % of Bookings Pro
- Pipeline Coverage & Forecast Categories Pro