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Segment Comp

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1 entry 4 related topics Updated May 2, 2024

What comp structure works for reps selling to different customer segments with vastly different deal sizes (SMB vs. Enterprise)?

compensation segment-comp quota-design commission-structure cro-opsMay 2

Segment-specific quotas and commission rates. SMB AE: $600k quota at 10% commission. Enterprise AE: $200k quota at 20% commission. Same OTE (~$120k variable), different paths. Don't use one-size-fits-all commission; reps in low-ACV segments…

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