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What should the compensation % be for sales teams selling services?
A good few years back our sales team was compensated more on selling services and also the services aspect counted towards their target revenue. This was changed to having services excluded from revenue targets and instead being just additional bonus at 2%. Because of this we saw a decline in sales selling services with comments like "it's not worth our while selling it". As much as we try to educate on the benefits around expansion it all falls on deaf ears.
So it would be interesting to know what % people are bonusing sales on, or what other methods they are using to keep sales interested in selling services with license subscriptions.