This course contains the use of artificial intelligence
Only 43% of SaaS reps hit quota, according to RepVue. Below 50%, the problem is the plan, not the people.
In 8 lessons you rebuild your sales compensation plan: quotas 60–70% of reps can hit, commission rates with accelerators, clear rules and a plan document reps sign.
Most sales teams get their pay plan the same way. Someone takes last year’s spreadsheet, raises the quota by 30%, adds another component the CEO asked for, and sends it out a week into the quarter. Then the questions start. Reps argue about every payout because nobody wrote down when a commission is earned. A windfall deal pays one person more than the whole team, or gets cut after the fact. Strong reps leave, because they cannot work out what they will earn. And the plan gets rewritten again next quarter, by feel.
After this course you set the numbers yourself and can show how you got every one. You split each role’s pay into base and variable, set a quota three ways and check it against OTE, calculate the commission rate and see what a rep earns at 50%, 100% and 150% of quota before the plan goes out. You build separate plans for SDRs, account executives, account managers, CSMs and sales managers. You put the rules on paper: earning event, clawback, windfall, territory change and disputes. Then you launch the plan with the team and check every quarter whether it works.
The course is built and taught by Mike Pritula:
- 20 years in HR at Wargaming, Preply, iDeals, Starlightmedia, Alfa-Bank and PeopleForce
- Saw sales pay from the inside: at Alfa-Bank credit experts could not explain why one month paid more than another, and at iDeals the plan moved from a flat percentage to pay for new clients and upsell
- PHRi, SHRM-CP and HCI sHRBP certified, HRCI representative in Eastern Europe
- #1 HR instructor on Udemy, with 2,000,000+ students on Udemy; founder of Pritula Academy, where 170,000+ students have trained
First you learn the math of a plan: OTE and pay mix, quota setting and commission rates with accelerators, thresholds and caps. Then you build the system around it: SPIFFs, MBOs and team bonuses, plans for five sales roles and a plan document with the rules that stop most payout disputes. Finally you launch the plan with scripts for the hard conversations and learn the six numbers that tell you each quarter whether the plan works.
Every lesson runs on real numbers in $: a $790,000 quota, a $190,000 OTE, a payout at 120% of quota calculated line by line. Market benchmarks come as ranges from sources such as RepVue, Bridge Group and Alexander Group, so you can compare your plan with the market, not with last year’s version of itself. Every lesson ends with a homework assignment on your own company, so by the end you have a plan you can put in front of your reps and your CFO.
What’s included:
- Lifetime access to all materials
- Active instructor support in Q&A
- Udemy Certificate of Completion
- A practical assignment on your own company in every lesson
- 8 video lessons, about 5.5 hours in total
- The slides of every lesson as a PDF, with formulas, benchmarks, calculation examples, templates on the slides and scripts
- A section with additional courses, tools and resources
Every quarter you run on a plan you cannot defend costs you margin, disputes and your best reps. Your competitors hire those reps with a plan they understand. The sooner you fix the math, the sooner the next quarter starts on a plan that works.
Enroll now and start your first lesson today.
