Glossary

A B C D E F G H I J K L M N O P Q R S T U V W

Compensation

The total amount earned by a sales rep.

One of the eight characteristics of a successful sales team is having incentivized sales reps. If a rep isn’t incentivized to perform well then it won’t matter how knowledgeable or persuasive they are.

Compensation structures include the following components:

Compensation Format — e.g. salary + commission
Commission Type — e.g. percent of revenue; bonuses; tiered commission
Commission Frequency — e.g. one-time; recurring commissions
Base Pay — e.g. annual guaranteed salary

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