<ul><li>Building a commission plan for Account Managers focused on upsell requires aligning incentives with outcomes like customer satisfaction and revenue growth.</li><li>Key components include a base salary with a split of 70% base and 30% variable, tied to metrics such as Net Revenue Retention (NRR).</li><li>Incentivizing upsells and cross-sells at a lower rate than new deals, implementing customer satisfaction bonuses, and clawbacks for churn are crucial strategies.</li><li>Simplicity, clear targets, and rewards for exceeding goals are vital in ensuring AMs are motivated to focus on long-term account health and company success.</li></ul>

Dear SaaStr: What’s the Best Way to Build a Comp Plan for Account Managers Focused on Upsell?

Discover more