Business & Operations
Deal Desk & Discount Governance: Margin Floors, Approval Routing & Price Waterfalls
IntermediateCertificate$9.99
Sales Compensation & Quota Planning
OTE and pay mix, commission tiers and accelerators, top-down and bottom-up quotas, attainment distributions, SPIFFs, draws and clawbacks, cost of sales and pipeline coverage: design and test a sales comp plan in a live spreadsheet that checks every cell.
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What you'll build
What you will be able to do
Each lab ends with a concrete result that you build yourself and the checker confirms, cell by cell.
- Split on-target earnings into base and variable pay for five sales roles, derive each role's target commission rate and check the quota-to-OTE ratio.
- Pay six AEs through a three-tier plan with accelerators, tier by tier, and compare the marginal plan with a flat-tier plan that has a payout cliff.
- Spread the FY 2027 company target over six territories by market potential (top-down), build a history-based quota (bottom-up) and blend the two.
- Calculate attainment for 20 AEs, count them into attainment bands with COUNTIFS, measure how many reached quota and draw the distribution as a histogram.
- Pay a gated quarterly bonus and a capped new-logo SPIFF, then judge whether the SPIFF paid for itself.
- Run a new AE's recoverable draw month by month until it is earned back, and claw back commission on four cancelled deals.
- Calculate the fully loaded comp cost of four sales teams, compare it with their bookings and work out how much the org must sell to reach the target cost of sales.
- Measure each rep's remaining quota and pipeline coverage, weight the forecast categories into a Q4 forecast and chart the forecast stack by rep.
About this course
A compensation plan shapes how a sales team behaves, so its arithmetic needs to be right. This course lets you design one and test it. You split on-target earnings into base and variable pay, then compare marginal and flat commission tiers with accelerators. Quotas are set top-down and bottom-up, and attainment is examined with a histogram to see whether targets are realistic. You add SPIFFs and quarterly bonuses, handle recoverable draws and clawbacks, and measure compensation as a share of bookings. A final lab checks pipeline coverage and forecast categories. Built for sales leaders, sales operations and RevOps analysts, HR compensation specialists and founders hiring their first reps.
Curriculum
Course content
8 lessons · 8 labs · 2 h · final exam
- Unlocked when you buy the course
- Unlocked when you buy the course
- Unlocked when you buy the course
- Unlocked when you buy the course
- Unlocked when you buy the course
- Unlocked when you buy the course
- Unlocked when you buy the course
- Unlocked when you buy the course
- Final exam
Certificate
Finish with a certificate you can verify
Complete every lesson and pass the final exam to receive a certificate of completion for this course, with a unique credential ID and a public verification page.
- Names the course, your score and the date of issue
- A verification link for your CV or LinkedIn profile
- 12 questions, 75% to pass, unlimited retries.
A Tutorvo certificate confirms that you completed a course. It is not an official or professional qualification.
Before you buy
Questions about this course
Is this a subscription?
No. You pay $9.99 once for this course. There is no subscription and nothing renews automatically. Prices are in US dollars; taxes may be added where required.
What exactly do I get?
All lessons and labs of this course, the final exam and the certificate, including later updates to the course, for as long as Tutorvo offers it. Access is personal and tied to your account.
Can I get a refund?
Yes. If you are not satisfied, email hello@tutorvo.com within 14 days of buying and we refund the course in full via Stripe. The guarantee does not apply once a certificate for the course has been issued to you, or where there are signs of abuse.
When can I start?
Right after payment. Access starts immediately at your request; for consumers in the EU/EEA the statutory right of withdrawal therefore ends once access has begun, while our 14-day money-back guarantee applies regardless.
Do I need Excel or other software?
No. The labs run in a spreadsheet inside your browser on a laptop, tablet or phone. Function names and syntax follow Excel.
Is the certificate an official qualification?
No. It confirms that you completed all lessons of the course and passed its final exam. It is not an official, state-recognised or professional qualification. The name is taken from your profile when the certificate is issued.
Full details are in our Terms · hello@tutorvo.com