SALES EXPERT
Quotas grounded in capacity analysis — not "$10M divided by 10 reps."
Quota & Comp Plan Design
Design quotas and compensation plans that attract strong talent, reinforce the right behavior, and match the business you actually have.
- Capacity analysis + market benchmarking + financial modeling, with rollout support
- of reps exceed quota industry-wide
- 24%of reps exceed quota industry-widethe politically-set-quota problem this service is built to fix
- attainment scenarios modeled
- 3attainment scenarios modeledcomp spend at 80%, 100%, and 120% attainment
- quota and comp plan document
- 10–15 pagesquota and comp plan documentplus commission calculator and rollout communication
How it works — and what you walk away with
Only 24% of sales reps exceed quota. That means 76% feel like failures—not because they're bad at their jobs, but because quotas are set politically ("CEO wants $10M, we have 10 reps, so $1M each!") instead of based on capacity analysis.
Your comp plan is probably Frankensteined together from five different hiring waves. Accelerators are broken. Top performers are underpaid relative to market. Bottom performers have too much base salary comfort.
Our Quota & Comp Plan Design service builds fair, motivating plans grounded in data. We analyze sales capacity, territory quality, ramp assumptions, and business economics so the plan reflects the real system rather than wishful top-down targets.
The result? Reps trust the plan. Top performers stay. Bottom performers feel urgency. Finance can predict comp spend. Everyone wins.
The process
Capacity Analysis
Model sales capacity from headcount, ramp status, and territory quality — not top-down revenue allocation.
Market Benchmarking
Compare your OTE, base/variable split, and accelerators against current market data.
Structure Design and Modeling
Role-specific plans for AEs, AMs, SDRs, and managers, with comp spend modeled at 80/100/120% attainment.
Rollout Communication
Email templates, team meeting deck, and FAQ so the new plan lands with trust instead of suspicion.
What you get
Quota & Comp Plan Document
10-15 page plan with quota allocation, comp structure, and implementation details
Commission Calculator
Google Sheets tool where reps can model their earnings based on performance
Financial Model
What-if analysis showing comp spend at various attainment levels
Rollout Communication
Email templates, team meeting deck, and FAQ for announcing the new plan
What's included
Capacity Analysis
Model your sales capacity based on headcount, ramp status, and territory quality—not top-down revenue allocation
Market Benchmarking
Compare your OTE, base/variable split, and accelerators against current market data
Comp Structure Design
Design base, variable, accelerators, and decelerators that motivate the right behaviors
Role-Specific Plans
Different structures for AEs, AMs, SDRs, and managers aligned to their unique goals
Financial Modeling
Model comp spend at 80%, 100%, and 120% attainment to ensure affordability
SPIF Design
Structured bonus programs for strategic priorities without ad-hoc panic incentives
Who this is for
Founders Building Sales Teams
First-time founders who need to design comp plans that attract talent without breaking the bank
VP Sales Inheriting a Mess
Leaders who inherited a demotivating Frankenstein comp plan and need to redesign
Turnaround Leaders
Sales leaders tasked with fixing morale and retention at struggling organizations
Fixed-scope project
Scoped to your situation
- Format
- Capacity analysis + market benchmarking + financial modeling, with rollout support
Frequently asked questions
Related topics
Related services
Quotas grounded in capacity analysis — not "$10M divided by 10 reps."
Share your situation and Sales Expert will scope it with you — takes about two minutes.