Discovery – Compensation (e)Compensation (existing) What is your email address?*What’s your current compensation structure? How is commission calculated? If you use profit or overhead, please explain how that’s calculated. If you explained this in the Existing Sales Reps sheet, skip this question.*How much is each rep currently earning from salary & commission? If you explained this in the Existing Sales Reps sheet, skip this question.*Do you want us to change your current structures?*Please select an answerYesNo, just explain commission in the sales manual.I’m not sureWhat is your average deal gross revenue?*What is your average deal gross profit?*What's the average number of sales a rep might have in a month?*What's the LEAST number of sales a rep might have in a bad month?*What's the MOST number of sales a rep might have in a good month?*How do customers pay?*Please select an answerAll at once (i.e. non-subscription, pay-as-you-go)Monthly or annual recurring payments (i.e. subscription, SaaS)Who is responsible for continued sales and health of the account after the initial sale?*Please select an answerOriginal sales rep is responsible for managing and farming the account post-saleA different employee is responsible (i.e. account manager, customer success rep)Select one:*Please select an answerCustomers pay a monthly fixed fee based on subscription tierCustomers pay an annual fixed fee based on subscription tierCustomers pay a variable amount based on usage, seasonality, etc.Which employee is responsible for continued sales to the account?*What percentage of customers cancel each month?*Do sales reps negotiate prices with customers?*Please select an answerYesNoIs there any approval process for discounts or final pricing? Explain.*Do sales reps have control over the cost of goods sold or expenses on each sale?*Please select an answerYesNoDo you want sales reps to push customers towards buying products/services with a higher profit margin? Explain.*Do sales reps receive benefits such as insurance of 401k?*When are commissions considered earned?*When are commissions received by sales reps?*Do you know exactly how much revenue each deal will bring in once it's closed?*Please select an answerYesNoHow do you project the value of each deal? How accurate are these projections?*How often are sales refunded- or change in value- after the commission is paid out to the rep? How do you currently handle this?*Are sales reps required to work on-site or in an office? Where?*Are sales reps selling to new customers, existing business, or both?*Please select an answerNew customersExisting businessBothDo you want to incentivize reps to sell to one or the other?*Please select an answerYes - to existing customersYes - to new customersNo - there's no reason to incentivize one or the otherAny other comments regarding compensation*Δ
