03.01
Sales KPIs
Missions
- ·Activity, conversion and outcome metrics
- ·Breakdown by segment, product and rep tenure
- ·Individual and team targets consistent with the budget
- ·Fixed, documented definitions
Deliverables
- Sales KPI framework
- Per-rep tracking sheet
03.02
Commission plan design
Missions
- ·Base, variable, quotas, accelerators, floors and caps
- ·Calculation basis: signature, invoice or cash collected
- ·Cost simulation across performance scenarios
- ·Rules for proration, leavers, clawbacks and disputes
Deliverables
- Commission plan
- Cost simulator
- Rulebook
03.03
Commission calculation
Missions
- ·Automate from CRM and billing data
- ·Run consistency checks and sign-off before payroll
- ·Produce detailed line-by-line individual statements
- ·Handle edge cases and disputes
Deliverables
- Calculation file
- Individual statements
- Audit trail
03.04
Contract amendments
Missions
- ·Variable pay amendments and plan annexes
- ·Calculation rules and payment conditions in writing
- ·Alignment between signed documents and actual calculation
Deliverables
- Amendments
- Annexes ready for signature
03.05
Performance tracking
Missions
- ·Quota attainment and team distribution
- ·Ramp curve for new joiners
- ·Productivity per rep and acquisition cost
- ·Review rituals and escalation triggers
Deliverables
- Sales performance dashboard
- Monthly review
03.06
CRM design and data quality
Missions
- ·Design stages, required fields and linked objects
- ·Clean duplicates, gaps and inconsistent amounts
- ·Set entry rules and automatic validation
- ·Reconcile CRM, billing and accounting
Deliverables
- Documented CRM model
- Cleaned database
- Entry rules