Glossary of Terms

Account-Opportunity Driven Quotas. A quota methodology that considers account-specific information such as sources of revenue retention, penetration, new customer growth, and the existing and planned sales pipeline.

Average. Also called the mean, the average of a data set is calculated by dividing the sum of the data set by the total number of observations.

Base Salary. Pays for the core responsibilities of a job and some minimal level of sales performance.

Buyer Penetration. Current customer account sales of current products or services to new buyers within the account.

Cap. An upper limit on incentive pay for high performance. A cap may be described as a certain dollar amount or certain multiple of target incentive.

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