Stop rewarding the wrong things. Pay for performance that moves the needle.
🔥 Hook:
Your sales comp plan is either fueling your growth —
or quietly destroying it.
If you reward activity over outcomes, guess what?
You’ll get activity. Not results.
Top sales teams design comp plans that drive:
-
Clarity
-
Consistency
-
Closers
💀 What Bad Comp Plans Do
-
Pay reps the same for weak or high-risk deals
-
Reward volume without margin
-
Ignore buying signals in favor of call logs
-
Confuse the hell out of everyone
Bottom line: If your reps are gaming the system, your system is broken.
✅ What a Great Comp Plan Looks Like
It’s not just “commission %.” It’s engineered for behavior.
A strong comp plan:
-
Rewards pipeline quality, not just quantity
-
Incentivizes closing, not babysitting
-
Aligns with team goals, not lone-wolf wins
🎯 Jack’s Non-Negotiables
“No close = no commission. No grey zones. We play for outcomes.”
Jack’s comp plan priorities:
-
% based on contracted revenue, not fluff
-
Extra kicker for upsells or fast closes
-
Nothing paid on unqualified pipeline
❤️ Alicia’s Perspective
“If it doesn’t encourage trust-building, it won’t last.”
Alicia’s model includes:
-
Bonuses for referrals or repeat clients
-
Metrics tied to customer satisfaction
-
Shared incentives for team-based closings
She rewards relationships, not just volume.
⚙ Monica’s System
“Structure protects focus.”
Monica ensures:
-
Commission tiers kick in after baseline targets
-
CRM hygiene = required for payout
-
Dashboard metrics track performance against comp in real-time
She makes sure reps know exactly what moves the needle.
🧠 FredCo’s Bonus Rule
“Comp is the most powerful lever in your org. Pull it with intention.”
FredCo recommends:
-
Review comp plans quarterly, not yearly
-
Run behavior audits — are you paying for the actions you want more of?
-
Don’t copy SaaS models blindly — tailor to your cycle and reps
🧰 Sample Comp Plan Structure
| Component | Description |
|---|---|
| Base Salary | Stability + retention |
| Commission | % of closed-won revenue (variable) |
| Accelerator | Higher % after target is hit |
| Trust Bonus | Triggered by referral or CSAT feedback |
| Team Bonus | Based on collective quarterly target |
📣 CTA:
Your sales culture follows your comp plan.
If you want closers — pay like it.
💥 Want the FredCo Comp Plan Builder?
Built for clarity, margin, and elite performance.
👉 Download it now and upgrade your system.
