Commissions Plan

Roles and Responsibility

Parties involved in each area of the compensation matrix.

Quota Adjustment Roles & Responsibilities

Responsibilities are based on sub regional and overlay assignment

Process Owner: Sales Strategy Analyst

Occurrence: Anytime

Activities	Action / Responsibility
Territory Split	CC Cheng Eng, Cristi
New TAMs/Overlays	CC Cheng Eng, Cristi
New products	Approval Cheng Eng \| CC Cristi
Missed accounts	Approval Cheng Eng \| CC Cristi
New accounts	Approval Cheng Eng \| CC Cristi
New teams	Ownership change to Cheng Eng

MBO Roles & Responsibilities

Process Owner: Multiple

Occurrence: Quarterly

Activities	TAM & DSM	Non-TAM
Initial discussion of metrics (Nov/Dec)	CC Cheng Eng, Cristi
Communicate and operationalize (internally and externally)	CC Cheng Eng, Cristi
Target workbook creation	Sales Ops Analyst (Hedwig)
Dashboard implementation
Creation & maintenance	Analytics (Greg)
Design & functionality	Sales Ops Analyst (Hedwig)
Validation of data	Sales Ops Analysts
Quarterly target alignment (with DSMs and SRLs)	Sales Ops Analyst (Hedwig)*
Quarterly reporting and queries from the field	Sales Ops Analysts
Exceptions	Sales Ops Analysts escalate to Cheng Eng, Cc Cristi

* CC Cheng Eng and Cristi

MBP Roles & Responsibilities

Process Owner: Sales Ops Analyst

Occurrence: Quarterly

Activities	Action / Responsibility
Reminder to Managers to set MBP for the year	Sales Ops Analysts
Quarterly reporting and queries from the field	Sales Ops Analysts
Exceptions	Sales Ops Analysts escalate to Cheng Eng, CC Cristi

SPIFF Roles & Responsibilities

Usually done last minute, based on quarterly performance.

Process Owner: Multiple

Occurrence: Quarterly (Regional SPIFF)

Activities	TAM & DSM	Non-TAM
Analysis & Modelling	Cheng Eng (support from Sales Strategy Analysts)
Communicate (internally and externally)	Cheng Eng
Quarterly reporting and queries from the field	Sales Ops Analysts
Exceptions	Sales Ops Analysts escalate to Cheng Eng, Cc Cristi