โHow much will I make if I hit 110% of quota?โ ๐ฐ
If your sales reps canโt answer that without pulling out a spreadsheet โ or worse, slacking Finance โ youโve got a comp plan problem.
And youโre not alone.
The VP Who Inherited a Comp Plan Dumpster Fire ๐ฅ
One VP I know stepped into a familiar mess:
-
Reps were overpaid for the wrong behaviors. Renewals got the same commission as net-new logos.
-
Leadership wanted to shift focus to new business, but changing the plan risked full-on mutiny.
-
The new comp structure? More lucrative for new logo hunters โ but it looked complicated on paper.
Cue confusion. Cue backlash.
But hereโs how that VP flipped the script ๐
The Move: Build a Simple Comp Calculator ๐งฎ
Not a massive spreadsheet. Not some clunky portal.
Just a clean, easy-to-use calculator where reps could input:
-
Their quota
-
Pipeline estimates
-
Expected close rates
And boom โ instant visibility into their earnings at various levels of attainment.
Especially once reps saw how accelerators kicked in after 100%… the pushback disappeared. ๐
Why It Worked: 3 Underrated Reasons
โ Transparency Kills Fear โ Reps donโt like surprisesโespecially when it comes to paychecks.
โ Behavior Follows Incentives โ Show them where the money is, and watch how fast the strategy shifts.
โ Simplicity Wins โ Most comp plans feel like algebra. If your reps need a PhD to understand their OTE, youโve already lost.
Compensation Is a Change Management Lever
The lesson? A comp calculator isnโt just a โnice to have.โ
Itโs a behavioral nudge. A trust builder. A change management tool.
Because when youโre trying to shift how your team sells, clarity beats complexity every time. ๐
About Sales Assembly
We’re a resource for live, year-round skill development and certifications for the core roles within b2b revenue teams.ย Contact us to explore membership options for your organization!
