How to Build a Sales Compensation Plan for Long Sales Cycles

Yes, with a performance-based trigger. Paying full commission on all repeat revenue creates an annuity where a rep with a [...]

Only against conditions written down in advance. Legitimate triggers are narrow: a territory change, a product line added or discontinued, [...]

State defaults before the first conflict. When two reps contribute materially, credit splits evenly unless both agree otherwise in writing [...]

Use cycle length as the primary input. A three-month cycle supports roughly a 50/50 split because a rep can influence [...]

Add milestone payments tied to observable progress that a rep cannot self-declare. Four workable triggers are a qualified opportunity created [...]