A top performer is usually a person at the 90 th percentile of performance or above. Upside potential is the incentive pay, above target incentive, that a sales person can earn if she exceeds quota and reaches the higher levels of performance in the sales organization. It’s the part that can support or detract from the desired sales culture, and it lets top performers know whether they can really be significant earners. Let’s look at one of the most exciting components of the sales compensation plan.
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