Comp Plan Check
Can you trust this comp plan?
Five questions that find the red flags before your first check does.
5 taps · about a minute
Credit · Payout · Upside · Clawback · Changes
Five questions that find the red flags before your first check does.
5 taps · about a minute
Credit · Payout · Upside · Clawback · Changes
Most comp plan problems aren't in the rate. They're in the parts nobody explains until a big deal closes.
Credit. Who gets credit when a partner brought the deal, when it went through a cloud marketplace, or when another rep or a specialist worked it too. If the rules aren't written down, you'll find out what they are after the fact.
Payout. When a deal you close this month actually shows up in your paycheck. Some plans pay the next month, some pay quarterly, and some hold part of it until the customer pays.
Upside. What happens above 100%. An accelerator is only worth something if the plan lets you keep it. A cap or a decelerator can take most of it back.
Clawbacks. What can be taken back, why, and for how long. A customer who cancels in the first 90 days is a common trigger. An open-ended clawback is a red flag.
Changes. What happens when the plan, the quota or the territory changes mid-year. You want changes to apply going forward, and a territory change to come with a quota change.
A clear plan still might not be a generous one. Pay Check shows what it pays at 50% to 200% of quota. This check is about whether you can trust how it pays.
I spent six years leading federal partner sales teams at AWS, after plenty of years carrying a number myself. QuotaBird is mostly stuff I wish we'd had back then. Most of it's free. If the problem's messier than a little tool can handle, we can talk it through.