My company has started a new outbound team where the reps are solely focused on getting appointments for the outside team. The compensation plan (a split) will be set on number of appointments only. My question is, should the department manager on-target goal be equal to that of the team combined? For example, each rep is responsible for 50 appointments in a quarter, if 3 reps meet their target the team comes in at 150. Director believes the manager goal should be 175 - higher than the team goal to achieve on-target compensation. I have not seen such a plan but then haven't had compensation based on appointment-only.
Posted by: Anonymous
Posted: August 13th, 2019