Glossary
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