3 ms·

Guessing a bit here— correct me if I'm wrong. This jargon is utterly foreign to me: SMB = Small to mid-sized business (not server message block) JR = Junior

by dhimes 6y ago

Guessing a bit here— correct me if I'm wrong. This jargon is utterly foreign to me: SMB = Small to mid-sized business (not server message block) JR = Junior rep? Jr? AE = Account executive ARR = Annual recurring revenue

cosmodisk 6y ago
All correct.
motohagiography 6y ago
No need to guess, they're in the table in the article. The question I have is whether it makes sense to add a team commission variable where instead of just Geos, Verticals or Round Robin, there is a ~%5 redistribution of the sales commissions to provide a co-operation incentive for assists. In a strictly competitive team, assisting on another sale comes with an opportunity cost against your own quota and commissions, where if you are going to get a few points for keeping your eye on the aggregate number it adjusts the incentives. I once turned down the opportunity to move into a sales eng role because sales engineers didn't get a commission cut and it seemed like a dumb deal. In general, do sales eng's get sales commissions in your companies?
- dhimes 6y ago
  He should add "ARR" to the glossary. I know a lot of others here, like me, scan the comments to see if the article is worth reading, so translations help us.
- jonfw 6y ago
  I'm in a sales engineering style role, the way our incentives work is 'pool based'. Sales success funds the pool for our team, and the pool is distributed among the team based on performance. We have a breakdown of how management intends to quantify performance, by categorizing different performance measures and giving them different weights (ex: sales impact is 40%, leadership is 20%, etc.) This system makes a trade-off- it isn't as objective as a percentage commission structure, but it does allow opportunity to be rewarded for work on re-usable assets, troubleshooting with your peers, and spending time on knowledge acquisition/sharing. I'm really interested in how this looks at other companies
  - motohagiography 6y ago
    Key difference to me is whether the comp is direct commission, or a pool at the discretion of a manager. I'd do sales eng in the former case where there was a shot at multiples of base salary, but otherwise it's a more political process that others find more appealing than I do.

by dhimes 6y ago

cosmodisk 6y ago

All correct.

motohagiography 6y ago

No need to guess, they're in the table in the article. The question I have is whether it makes sense to add a team commission variable where instead of just Geos, Verticals or Round Robin, there is a ~%5 redistribution of the sales commissions to provide a co-operation incentive for assists. In a strictly competitive team, assisting on another sale comes with an opportunity cost against your own quota and commissions, where if you are going to get a few points for keeping your eye on the aggregate number it adjusts the incentives. I once turned down the opportunity to move into a sales eng role because sales engineers didn't get a commission cut and it seemed like a dumb deal. In general, do sales eng's get sales commissions in your companies?

dhimes 6y ago
He should add "ARR" to the glossary. I know a lot of others here, like me, scan the comments to see if the article is worth reading, so translations help us.
jonfw 6y ago
I'm in a sales engineering style role, the way our incentives work is 'pool based'. Sales success funds the pool for our team, and the pool is distributed among the team based on performance. We have a breakdown of how management intends to quantify performance, by categorizing different performance measures and giving them different weights (ex: sales impact is 40%, leadership is 20%, etc.) This system makes a trade-off- it isn't as objective as a percentage commission structure, but it does allow opportunity to be rewarded for work on re-usable assets, troubleshooting with your peers, and spending time on knowledge acquisition/sharing. I'm really interested in how this looks at other companies
- motohagiography 6y ago
  Key difference to me is whether the comp is direct commission, or a pool at the discretion of a manager. I'd do sales eng in the former case where there was a shot at multiples of base salary, but otherwise it's a more political process that others find more appealing than I do.