Essential terms about commissions

Commission plan

ASC 606

Account Executive (AE)

Account Manager (AM)

Activity volume

Agreement

Annual Recurring Revenue (ARR)

Enterprise Sales Director

Base salary

Business Development Representative (BDR)

Business development

Business intelligence

Buying journey

Buying process

Commission calculator

Commission Cap

Churn rate

Clawback

Commission agreement

Commission rate

Compensation structure

Customer Acquisition Cost (CAC)

Customer acquisition

Customer Lifetime Value (CLV)

Customer retention

Customer Success Manager (CSM)

Forecasting

Goal setting

Incentive compensation

Incentive plan

Inside Sales Representative

Key Performance Indicator (KPI)

Lead management

Lead scoring

Lead generation

MQL (Marketing Qualified Lead)

Primary funnel

Net Revenue Retention (NRR)

OTE (On-Target Earnings)

Outside Sales Representative

Performance bonus

Performance targets

Performance tracking

Performance monitoring

Margin

Proof of Concept (POC)

Prospecting

Retroactive commissions

Revenue Operations

Sales bonus

Sales compensation

Sales cycle

Sales dashboard

Sales Development Representative (SDR)

Sales forecasting

Sales funnel

Sales management

Sales metrics

Sales performance

Pipeline

Sales Qualified Lead (SQL)

Sales training

Sales operations

Sales quota

Sandbagging (in Sales)

Spiff

Target compensation

Target profit

Uncapped commissions

Variable commission

Sales leadership