SAP
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SAP
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Former Employee I spent well over a decade in various sales roles within SAP. The primary reason for leaving was the continual degradation of the variable compensation component of the OTE including the removal of accelerators, quotas significantly increasing YoY regardless of territory opportunity, the ongoing expansion of responsibilities (e.g. the inclusion of renewals in quota) and significant (20%) enterprise wide variable components that you had no individual control over
Equally as frustrating was the complexity in understanding how you were paid. Compensation documents were provided at a line item level, were often indecipherable and error ridden. The process required you to spend significant time reviewing the compensation guidelines and order forms and for certain variable components, the calculation formula was a black box.
My advice to SAP is to return to a simplified compensation structure which balances the company profitability goals with pay for performance. The current approach is too heavily weighted in the companies favour and has resulted in a significant loss of talented enterprise level AEs who were responsible for driving the majority of revenue.
2.6
Jul 25, 2025
3 Useful
