Pay & Comp Plans
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Before You Split the Commission, Name the Event That Pays the Setter
The share is the part with a number on it, so it is the part teams argue about first. Every dispute you actually have will be about something else: which event pays the setter, and who owns a sale that passed through two pairs of hands.
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The Override Is the Wrong First Question When You Promote a Rep
A promotion on a door team moves selling hours onto other people’s doors. The override is smallest exactly when the team is smallest, which is when most leads get promoted.
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Have the Chargeback Conversation Before the First Sale
Six things to tell a rep before the first sale, why the first three days of the window are federal law, and how many sales it takes before a rate means anything.
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Straight Commission, Draw, or Base: What Each One Does to Your Team
A comp plan is the loudest instruction you give. Reps will do what it pays for — including the things you didn’t mean it to pay for.