Sales Comp Redesign — Quotas, Accelerators, and the Death of Caps

MBA-level sales compensation redesign simulation. Acting as the Sales Compensation Design team at CoEditor.io (a Series-C B2B SaaS firm at ~USD 88M ARR), participants diagnose a flat-quota, capped-commission, no-accelerator plan that is bleeding top-quartile reps; design a six-component architecture (quota structure, commission cap, tiered accelerators, multi-year deal weighting, SPIFF discipline, non-monetary recognition) calibrated against the practitioner consensus (Steenburgh-Ahearne 2012, Lazear 2000, Zoltners-Sinha-Lorimer 2012); and defend the recommendation against the CFO, the CHRO and the Board.