PHASE 11: CS COMPENSATION AND QUOTA DESIGN

Design compensation plans that align your Customer Success team with your company’s interests.

 

The Customer Success team is a hybrid organization. The commissions plans used for sales teams are inappropriate but an MBO based plan is also insufficient to align the team’s efforts. The right compensation plan(s) can ensure the right actions are reinforced.

Rapid Diagnostic

1. You pay your Customer Success team members in line with the market.

2. You know the appropriate variable compensation percentages for each role on your team.

3. Your Customer Success team members have customized incentive compensation plans.

4. Your compensation plans include a retention component.

5. Your compensation plans include a cross-sell/upsell component.

6. Your compensation plans include a customer health and/or satisfaction component.

7. You understand the cost implications of your compensation plans.

8. You perform scenario analysis for compensation costs in varying performance parameters.

9. Your compensation plans align customer, company, and employee interests.

10. A-Player Customer Success professionals are attracted to your company because of the compensation plan.

Deliverables

• Benchmark Assessment by Role

• Compensation Design Principles

• Compensation Plan by Role

• Financial Models

• Quota Assignment Model

• Quota Setting Process

• Communication Plan

INDUSTRY
STRATEGY AREA
CONTENT TYPE
Q1 Research Report for Private Equity
March 21 2019
Q1 Research Report for Private Equity
VIEW
Product - Sales Engagement Scorecard
March 21 2019
Product - Sales Engagement Scorecard
VIEW
Win Strategy Tool
March 19 2019
Win Strategy Tool
VIEW
previous
1 of 111
right
Loading...
Customer Experience Strategy
For Revenue Sake, Act Now to Engage Buyers and Influencers During Career Transitions!
Tis the season – we’re past the holidays – tis the season for career transitions. End of year bonuses have been paid, budgets have been set, and resource decisions have been made. Your first thought may be “oh no, there...
Read More
Customer Experience Strategy
Customer Experience – How to Benchmark Yourself to Best In Class Companies
In a recent article, we defined the right Key Performance Indicators for Customer Experience. If you have invested the time to collecting this information, your next step is comparing yourself to other companies.   Before we compare your Customer Experience to other...
Read More
Sales Strategy
Implementing an Advocacy Process as Part of Customer Success
Advocacy is on fire!  Why? Because harnessing passion from advocates is an authentic way to drive customer intimacy and revenue growth.  Research from the Demand Gen Report shared that as much as 84% of buyers seek input from their peers...
Read More
Sales Strategy
What’s New in Enabling the Customer Success Function?
Download The 90 Day Sales Enablement Plan for Customer Success. In this tool, we review the core functional accountabilities for sales enablement leaders, which of these accountabilities need to be leveraged to enable customer success managers, and a 90 workplan...
Read More

Stay up to date with our latest insights, benchmarks, strategies & more

CREATE AN ACCOUNT

Join our team of passionate professionals and find your full potential

ALL OPEN POSITIONS