AE Compensation Plan Benchmarks

Decelerators

Decelerator Factor = minimum decelerator commission rate divided by commission rate at OTE

For example, if an AE is paid 5% commission on bookings if they only achieve 50% of quota, and is paid 10% commission at OTE, then the Declerator Factor is 0.5x

Median

25^th-75^th percentile

N=91

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N=91

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Histogram

Decelerators vs. Segment Quota Attainment

Decelerators vs. AE Quota Attainment

Histogram

Decelerator Usage	% of Participants	N
Large Decelerators (0.0 to 0.5)	23.1	21
Modest Decelerators (0.5 to 0.9)	16.5	15
No Decelerators (1.0)	60.4	55

GraphTable

Median AE Bookings % of Quota Capacity

Decelerator Usage	Median % Quota Capacity Achieved	N
Large Decelerators (0.0 to 0.5)	91.0	19
Modest Decelerators (0.5 to 0.9)	79.2	12
No Decelerators (1.0)	80.8	47

GraphTable

Median % of AEs Delivering at Least 75% of Quota

Decelerator Usage	Median % of AEs Delivering 75%+ Quota or Higher	N
Large Decelerators (0.0 to 0.5)	50.0	13
Modest Decelerators (0.5 to 0.9)	51.0	10
No Decelerators (1.0)	70.0	42

GraphTable