Differences in AE/AM sales comp

A friend of mine asked about differences in customer acquisition cost ("CAC") relative to new customer acquisition, upsell, and expansion. When I said there's loads of material on why expansion CAC is less than new logo CAC with respect to marketing costs, he said what he was really interested in were differences in sales comp … Continue reading Differences in AE/AM sales comp

Sales Compensation & Ramp Goals for New Hires

Sales comp is a huge challenge for a lot of companies. Recently, someone asked me for advice on a comp plan design that takes the "new hire" factor into account and I sent them the following: Give the new hires a full-year compensation plan like anyone else would get, and then,Based on start date we … Continue reading Sales Compensation & Ramp Goals for New Hires