Tag Archives: ACR

Size Matters for the Top Sales Leader’s Comp

CEOs, CFOs and CPOs are usually very involved in determining the on-target earnings (OTE) for the Sales leader role and they understand that the size of the Sales team matters.  Beyond size OTE is driven by competition for top talent and then augmented by the skillful negotiating … Continue reading

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Modeling Commission Calculations in Excel

During a recent consulting engagement I found myself once again re-inventing a formula in Excel for modeling commission calculations to estimate the cost of the plan at various points above and below 100% attainment.  This task is complicated by the infinite variations … Continue reading

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