This is a guest post written by RevPartners, a management and consulting firm that supports scaling companies with RevOps strategy and execution for teams without a dedicated RevOps function. 

Why QuotaPath?

Spreadsheets? More like deadsheets. If you’re using spreadsheets to manually track sales commission, you’re living in the past, inviting errors, and burning the one resource there never seems to be enough of…time!  It doesn’t have to be this way. QuotaPath automates sales compensation, including the commission tracking traditionally completed in spreadsheets.

With QuotaPath:

• Commission tracking, payment, and approval for Finance
• Forecasting and pipe management for RevOps
• Commission visibility and goal setting for Sales

Why use Quotapth’s integration with HubSpot?

• Increased adoption of HubSpot
• Ability to see QuotaPath commission data directly in HubSpot
• Provides a single source of truth for attainment and earnings, in turn creating alignment, accuracy, and a better user experience

So, how does it work?

Compensation Plan Types

Sales Reps

Many comp plans exist for sales reps, but four of the most common include the single rate commission plan, commission with accelerators, commission with bonuses, and commission with multiyear accelerators.

The organization’s go-to-market goals often determine which type of plan the rep earns commissions from. 

For instance, if one of the company’s goals involves securing longer contracts, the comp plan usually reflects that by paying more on multi-year contracts. In this case, they’re likely implementing the commission with a multiyear accelerator plan. 

Sales Leaders

Sales leaders’ compensation typically falls into the following three buckets. Team-based commission pays a single commission rate on every deal the team closes.

Team-based commission with accelerators pays a different commission rate on deals the team closes dependent on the teamwide quota attainment.

The third, team-based commission with bonuses, pays single-rate commissions on deals the team closes and a bonus when the team hits quota. 

Sales Development Representative (Business Development Representative/Marketing Development Representative)

Account Management and Customer Success

Account Management and Customer Success teams earn variable pay from usually three types of comp plans. Retention-based plans pay a commission on renewals. Retention and upsell bonuses pay bonuses when accounts renew and when upsold.

Lastly, the retention-based bonus pays a bonus on every account renewed.  

Sales Process

When it comes to the sales process, data hygiene is paramount. At a minimum, all sales stages (amount, owners, closed/won) must remain correct and up-to-date. In addition, forecasting quota attainment and potential earnings provide reps instant visibility into the impact of their projected pipeline. 

• Bonus: Paid upon reaching a milestone (attainment % or number)
• Commission: Paid % of closed won revenue
• Accelerator: After hitting a milestone (# or %), paid a higher dollar amount

The path to the future is QuotaPath

If you’re still tracking commission manually, step into the 2020s!  A better way to run commissions exist and it saves time while ensuring accurate and on-time payouts. For a two-way commission tracking experience, sync HubSpot CRM and get on the right path, QuotaPath!  

To learn more about RevPartners, visit revpartners.io.