Compensation eBook Incentives Territories 
The Pipeline
AUGUST 27, 2019
I have written about the importance of time to sellers, including an eBook you can grab , the focus here goes beyond that. If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. Buyers know they will be offered price incentives to bring a deal in sooner, like “end of the quarter.”
The Bridge Group
MARCH 9, 2018
They built three “swim lanes” for their AB-strategy with the AE playing the CEO role for their territory. Remember, compensation drives behavior. This accounts for roughly 40% of their incentive compensation. This accounts for roughly 60% of their compensation. This is over and above their target incentive number.
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