To encourage this 100/100 strategy, large corporations with multiple teams are opting to pay sales leaders an accelerator based on how many team members hit their target. For example, leaders might receive just 50% of their variable compensation when the sales team meets the overall goal, regardless of how individual sellers performed. The other 50% of variable compensation could be based on how many people on their team each hit their individual targets.
If you have 10 people each with a $100,000 target and all 10 people make $100,000, then the sales leader earns his or her entire 50% bonus. If only five people hit $100,000, then the team leader receives only 50% of that 50%. This setup provides full incentive for sales leaders to use nothing but a 100/100 focus with their sellers.