Glossary of Terms

FUD – Fear, Uncertainty, Doubt. This is a term often used to describe the competitive tactic of providing information to a prospective customer about a competitor that would cause them to have fear, uncertainty or doubt about them having success with another vendor.
 
SFDC – An abbreviation of Salesforce.com often used to describe the CRM system. 
 
Double trigger – Is a compensation related term usually associated with stock. In some cases, senior level employees may be able to get their vesting “accelerated” if events occur, such as termination and acquisition. “Double Trigger” acceleration means 2 events need to occur. 
 
Single trigger – Same as above but only 1 event needs to occur. 
 
Cats and dogs – A forecasting term used to describe all the smaller deals that could be closing within a forecast period. Example: “I’ve got about 40K left in cats and dogs this month. I’m forecasting I’ll close about 50% of that pipeline.”
 
OTE – An abbreviation of “On Target Earnings”. This number is the estimated amount of money you will make in a given year if you hit your quota. 
 
RSU – An abbreviation of the term “Restricted Stock Unit”. 
 
Overassign – Is when the sum of all AE quotas is larger than the actual manager or company goal. For example the company goal for the quarter is 2.5MM but the sum of all AE quotas is 2.8MM. Net/Net = company can still hit targets even if not every AE reaches 100% attainment. 
 
Underassign – The reverse of an Overassign. Meaning that the company goal is HIGHER than the sum of all AE quotas. Meaning on average your AEs have to overachieve on quota for the company to hit its targets. 
 
Hired Over – This means a new boss has been hired over the top of you and creating a new layer between you and your current boss. This is also often referred to as “Being Layered”. 
 
GTM – An acronym that stands for Go To Market. This describes your general marketing, success and sales strategy.
 
Sandbagging – when an AE or Leader provides a lower forecast than they actually know they will close. Then brings in way more deals and blows past a forecast. 

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