Comp/Bonus Plan for Upsells/Cross-Sells in a non-Saas Company
Seeker 
Hi
I am happy to have this network to lean on. I manage a Client Service team at a programmatic agency. We manage digital campaigns not a SaaS product or software. I am trying to craft a comp plan for the team that will reward them for upsells. Currently, there is nothing in place as CS is a new department for the org. CS manages the set up and campaign launch prep, reporting, project management. The upsell would be a new responsibility, and I want my team to be compensated if they bring in more revenue.
The CEO wants CS to upsell and cross-sell; however, the CFO keeps rejecting comp ideas by saying -- why am I going to double dip to pay CS and then I have to pay Sales commission on his business. It's frustrating and I have not structured a commission plan for a department so I am hoping for guidance.
Since my team is Client Service and not Customer Success I'd like to give the team a commission if they upsell a new channel or product, or the client runs more lines of business with us. We are too small to have a separate Customer Success team, so for now the role is a hybrid of both.
My question is: how can I structure the commission to reward my team for the upsells that won't compete or interfere with the Sales comp plan? How can I get this to pass approval with the CFO?
Thank you!
Heidi
I am happy to have this network to lean on. I manage a Client Service team at a programmatic agency. We manage digital campaigns not a SaaS product or software. I am trying to craft a comp plan for the team that will reward them for upsells. Currently, there is nothing in place as CS is a new department for the org. CS manages the set up and campaign launch prep, reporting, project management. The upsell would be a new responsibility, and I want my team to be compensated if they bring in more revenue.
The CEO wants CS to upsell and cross-sell; however, the CFO keeps rejecting comp ideas by saying -- why am I going to double dip to pay CS and then I have to pay Sales commission on his business. It's frustrating and I have not structured a commission plan for a department so I am hoping for guidance.
Since my team is Client Service and not Customer Success I'd like to give the team a commission if they upsell a new channel or product, or the client runs more lines of business with us. We are too small to have a separate Customer Success team, so for now the role is a hybrid of both.
My question is: how can I structure the commission to reward my team for the upsells that won't compete or interfere with the Sales comp plan? How can I get this to pass approval with the CFO?
Thank you!
Heidi