How do you compensate a sales manager whose reps overperform — pay them on team total or on personal stretch goals?
Answer Pay the manager 60% on team total, 30% on rep-development outcomes, 10% on personal stretch, motion-adjusted: enterprise tilts to 70/20/10, velocity stays at 60/30/10, mid-market splits 65/25/10. The plan only works when four conditi…
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