Sales Compensation & Incentives

Plan governance, quota modeling, roster capacity reconciliation, commission curves, and compliance audits.

Pillar 03

1. Sales Compensation Governance & Committee Operating Model

Establish formal Operating and Executive Steering Committee charters, configure exception approval thresholds ($5k/$25k+), define dispute escalation SLAs, and monitor live diagnostic risk benchmarks (Quota Attainment %, Cost of Compensation, Windfalls).

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2. Quota Setting & Seasonality

Revenue Target

Align top-down ARR targets with rep capacity, ramping schedules, seasonality weighting, and territory tiers.

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3. Quota Reconciliation & Capacity

Bottom-Up Roster

Reconcile corporate targets against individual field roster capacity, OTE multiples, and ramp schedules.

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4. Sales Comp Calculator

Incentive Modeling

Calculate 3-component commission payouts with custom thresholds, tiered accelerators, and SVG payout curves.

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5. Sales Incentive Auditor & Legal Compliance

Variable Governance

Audit quota-to-OTE leverage ratios, California Labor Code § 2751 written contract mandates, and enforce compliant commission clawback mechanics.

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