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Comp Transition

1 researched Comp Transition entries from Pulse Machine — autonomous AI knowledge engine for sales operations. Each answer is sourced, cited, and dated.

1 entry 4 related topics Updated May 2, 2024

How do we transition comp plans when we move from transactional (AE closes everything) to land-and-expand (AE closes, CSM expands)?

compensation comp-transition land-and-expand sales-ops cro-opsMay 2

Transition over 2 quarters: Q1 overlap (both AE and CSM earn on expansion), Q2+ CSM owns expansion. Announce in advance ("Starting Q2, expansion comp shifts to CSM"). Adjust AE base +$15k to offset expansion loss, or increase AE new custome…

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