Great stuff, there's always more than meet the eyes and that's true even for sales ;)
This being said, slight nitpick on #11 and #12.
Include clawbacks, especially if you're fairly dependent on sales / more geared towards high touch deals.
This obviously goes on hand in hand with reasonable targets.
Otherwise you create an incentive for sales people to make their number in any way they can to meet their ridiculous target / driven by the usual greed.
The hidden cost of that can potentially be huge, especially if your pool of potential customers is -relatively- small.
This being said, slight nitpick on #11 and #12. Include clawbacks, especially if you're fairly dependent on sales / more geared towards high touch deals.
This obviously goes on hand in hand with reasonable targets.
Otherwise you create an incentive for sales people to make their number in any way they can to meet their ridiculous target / driven by the usual greed.
The hidden cost of that can potentially be huge, especially if your pool of potential customers is -relatively- small.