Sales performance metrics should be tied to measurable results (e.g., revenue, bookings, margin) using compensation plan mechanics to create simple, motivational drivers. But with a wide range of sales rep performance, the payout must also differ based on the three performance milestones: threshold, target, and excellence.

In this paper, SiriusDecisions discusses the interdependence between sales plan mechanics’ pay curves and performance milestones, and demonstrate sales compensation design options that drive business performance.

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