RevOps

03.01

Sales KPIs

Define and track commercial performance metrics.

Missions

• Activity, conversion and outcome metrics
• Breakdown by segment, product and rep tenure
• Individual and team targets consistent with the budget
• Fixed, documented definitions

Deliverables

• Sales KPI framework
• Per-rep tracking sheet

03.02

Commission plan design

Variable pay plans aligned with margin and cash.

Missions

• Base, variable, quotas, accelerators, floors and caps
• Calculation basis: signature, invoice or cash collected
• Cost simulation across performance scenarios
• Rules for proration, leavers, clawbacks and disputes

Deliverables

• Commission plan
• Cost simulator
• Rulebook

03.03

Commission calculation

Monthly calculation, automated and controlled.

Missions

• Automate from CRM and billing data
• Run consistency checks and sign-off before payroll
• Produce detailed line-by-line individual statements
• Handle edge cases and disputes

Deliverables

• Calculation file
• Individual statements
• Audit trail

03.04

Contract amendments

Contractual documents that support the applied plan.

Missions

• Variable pay amendments and plan annexes
• Calculation rules and payment conditions in writing
• Alignment between signed documents and actual calculation

Deliverables

• Amendments
• Annexes ready for signature

03.05

Performance tracking

Monitor quota attainment and ramp across the sales team.

Missions

• Quota attainment and team distribution
• Ramp curve for new joiners
• Productivity per rep and acquisition cost
• Review rituals and escalation triggers

Deliverables

• Sales performance dashboard
• Monthly review

03.06

CRM design and data quality

A CRM structure that forecasting and reporting can trust.

Missions

• Design stages, required fields and linked objects
• Clean duplicates, gaps and inconsistent amounts
• Set entry rules and automatic validation
• Reconcile CRM, billing and accounting

Deliverables

• Documented CRM model
• Cleaned database
• Entry rules