Hey folks, we are an organisation of 100 people who are operating from 3 different geographies. I'm preparing a variable compensation plan for sales folks and this is my first time preparing it from scratch. Can anyone help me on this?

What are the three different Geos? India, North America and ??

UAE

1. What do you sell? 2. How long is the sales cycle? 3. What are the key accountabilities of the sales team and what support do they have? 4. Do you have any benchmark data for other companies you compare with?

1. We are a B2B unified event and webinar platform 2. For the next 3 quarters started this Apr 3. The commission structure is with me which includes on what basis the respective person is eligible for the payout but I'm unable to weave it together 4. I don't have it

Hello Komal - I can help. What sales roles are we looking at? SDR / AE?

I'm preparing this plan for existing AEs

Got it here are a few basic pointers for you to get started with for US geo - 1. Define ratio -> fixed + variable payouts. In India, typically we see a 70-30 split working, for early-stage companies. 2. A core component of designing this - also depends upon the quota that these reps are carrying. The industry benchmark is to offer 10% of the quota as the payout. But this can be tweaked around. For example - If a rep's quota is $300,000 for the year, then the payout (fixed + variable) is $30,000

Hey Joel, can we connect for a quick huddle, if possible?

Inbound AEs are typically paid on the lower spectrum than Outbound full cycle AEs. The above 10% stands good for Outbound AEs.