How Do Software Companies Set Incentives for Business Development Managers in IT Sales?

Hello, What's typically the percentage provided to Business Development Managers - Sales for IT projects in a software company for the projects they bring in and the deals they close? Apart from the standard CTC, how do we arrive at the incentives (variable pay) and targets for such candidates? Any help is encouraged and appreciated.

There is no hard and fast rule to determine the incentive target for any specific industry and position. It varies randomly. All organizations, as of today, while hiring candidates, determine the tentative remuneration package, including variable incentives, especially for middle and higher management cadre.

It depends on the organization's capacity to pay, market trends, etc.

In this case, if we consider the CTC level of the employee is 40 lakh, the variable incentive may be 25 to 30% of CTC, which will be 10 lakh / 12 lakh.

There should be some objective-oriented criteria to determine the final disbursement amount of the incentive.

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