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2022 Commission Plan Benchmarking Report: Create Better Comp Plans in 2023
2022 Commission Plan Benchmarking Report: Create Better Comp Plans in 2023
Sales orgs are the first to feel the pain of the current market, with many companies slashing their go-to-market teams in anticipation of slowing growth. Quota attainment is expected to drop even more from last year, which is especially staggering when you consider the enormous drops from 2020 to 2021.
This year’s report gives tips on smarter quota setting, with an emphasis on going back-to-basics with sales planning to make sure you're assigning territories and quotas correctly, and focusing your comp investment on the levers that drive performance.
Sanj Sanampudi (Advisor at Varicent) and Aparna Muralidharan (Head of Revenue Operations at Flowcode) shared the results from our 4th Annual Commission Plan Benchmarking Report and how to create better comp plans in 2023.
Discussion topics
The state of SDR/BDR, AE, and CS commission plans in 2022
What you can (and really should) do differently in 2023
Findings we’ve uncovered through this year’s report and how you can leverage them in 2023
Key Takeaways
Try an alternate territory design model: Running quotas through a few territory models lead to more accurate territory and quota plans
Revise quota plans more often: Teams do better with more regular quota setting cycles
Capacity plan in time, not dollars: By managing time, you can manage workloads more effectively
and ensure profitable growth
Quota on two metrics: Adding an additional quota metric on pipeline makes comp plans more usable
SPIF only on new sales motions: SPIFs have diminishing returns when you're incenting behaviors
that you already expect, like pipeline generation or closing deals
Commissions shouldn't be a surprise: Eliminate the surprise and give reps real-time visibility into
their earnings