EXPECTATIONS
What a high-performance Territory Manager looks like
◉ Activity Targets — edit Visits/Day & Field Days; Week & Month auto-calculate
Visits / Day
In-person priority
Field Days / Week
Office day = 5th day only
Visits / Week · AUTO
Day × Field Days
Visits / Month · AUTO
Week × 4 weeks
◉ Sales Targets
Monthly
Annual ÷ 12
Quarterly
Annual ÷ 4
Annual Target
Full year 2026
◉ Product Unit Targets — Editable per Rep
Click any number to edit. Targets are saved locally to this device.
◉ Pipeline — 3× Rule & Opportunity Stages
3×
Always on remaining quota
Close rates avg 25–40%. A 3× buffer means 1-in-3 closes and you still hit your number.
Monthly
$208K → $625K
Quarterly
$625K → $1.875M
Annual
$2.5M → $7.5M
90% — Commit Verbal agree. PO pending. Close now. Daily follow-up →
75% — Best Case Demo done. Decision in progress. 30–60d. Find decision-maker →
50% — Pipeline Qualified. Budget exists. No timeline. Build urgency →
25% — Early Stage Interest identified. Needs development. Demo. Qualify →
10% — Awareness Early contact. No budget or urgency. Stay on radar →
Pipeline Benchmarks · Key Products
Pipeline = 3× unit target. Updates automatically when you edit unit targets above.
◉ Performance KPIs — Defined by Rep's Manager
KPI 01
KPI 02
KPI 03
KPI 04
◉ Commission Structure
⚡ Sell more EI, earn more. The commission plan is designed to reward our own EssilorLuxottica Instruments portfolio at meaningfully higher rates than Other / Non-EI items. The mix you choose directly drives your paycheck.
Other Products · Non-EI
2% at < 100%
3% over $1.625M
5% over $2.5M total
Other / classical equipment. Commission only kicks in after Total Sales ≥ $500K.
EI Chair & Stand
3% at < 100%
4% over 100%
EssilorLuxottica private-label chair & stand (OSC600). Mid-tier rate — a step above Other.
EI BONUS-ELIGIBLE
EI Priority · Technology
Refraction · Espansione · Diagnostic
5% at <100% → 7% over
Slit Lamps · AKR & ALM
3% at <100% → 5% over
EPI-C, Cellview, WAM, Vision-R/S, Myopia Expert, Cornea, SL650+. Pays from dollar one.
The gap that pays
2.5× EI Priority vs. Other
A dollar in EI Priority earns up to 5% (Refraction · Espansione · Diagnostic) or 3% (Slit Lamps · AKR & ALM), versus 2% on Other — and EI pays from dollar one while Other only unlocks once Total Sales ≥ $500K.
EI-ONLY CATEGORY BONUS Hit each EI category objective → fixed dollar bonus
Refraction
$2,000
Espansione
$2,000
Diagnostic
$2,000
Slit Lamps
$1,500
AKR & ALM
$1,500
ALL CATEGORIES
$5,000
Category bonuses total $9,000. Hit all 5 EI categories at 100%+ AND Total Sales ≥ $2.5M → unlock the additional $5,000 all-category bonus (max bonus pool: $14,000). Chair & Stand does not have a category bonus.
⌗ COMMISSION SIMULATOR
Enter revenue by category to see your commission & bonus in real time
Refraction · obj $150K
0%
Espansione · obj $250K
0%
Diagnostic · obj $310K
0%
Slit Lamps · obj $110K
0%
AKR & ALM · obj $40K
0%
Chair & Stand · obj $110K
0%
Other / Non-EI · obj $1.53M
0%
Total Revenue · quota $2.5M
$0 0%
Earnings Breakdown
EI Priority commission$0
Chair & Stand commission$0
Other / Non-EI commission$0
Refraction bonus$0
Espansione bonus$0
Diagnostic bonus$0
Slit Lamps bonus$0
AKR & ALM bonus$0
All-category bonus$0
Subtotal commission$0
Subtotal bonus$0
Total Earnings $0
Tip: enter your projected revenue per category. Bonuses unlock at 100% of each category's objective. The $5K all-category bonus needs all 5 EI categories at 100%+ AND Total ≥ $2.5M.
Commission Plan Summary (printed view):
EI Priority — Refraction · Espansione · Diagnostic: 5% <100% → 7% >100%. Slit Lamps · AKR & ALM: 3% <100% → 5% >100%. Chair & Stand: 3% <100% → 4% >100%. Other: 2% <100% (only if Total ≥ $500K) → 3% if Other > $1.625M → 5% if Total > $2.5M.
Category bonuses: Refraction $2K, Espansione $2K, Diagnostic $2K, Slit Lamps $1.5K, AKR & ALM $1.5K. All-category bonus $5K (if all 5 EI categories at 100%+ AND Total ≥ $2.5M). Max bonus pool: $14K.
Why the plan rewards EI
  • EI Priority pays from the first dollar — Other needs Total Sales ≥ $500K to unlock
  • Refraction / Espansione / Diagnostic at 5% is 2.5× the Other rate (2%)
  • Slit Lamps / AKR & ALM at 3% still pays 50% more than Other on the same dollar
  • Over-100% accelerators apply on every EI tier — push past objective and the rate steps up
  • Category bonuses ($9K) unlock exclusively from EI revenue — Other doesn't trigger them
  • All-category achievement at $2.5M+ adds the $5K accelerator on top — total bonus pool $14K
SALES GOALS
Annual quota overview · live tracking link below
Annual Quota
$2,500,000
Full year 2026
Monthly Target
$208,333
Annual ÷ 12 months
Quarterly Target
$625,000
Annual ÷ 4 quarters
ℹ Live numbers. Targets shown above mirror the values set in Expectations. Edit them there — they will update here automatically.

Sales Tracking — Finance Dashboard

The Finance team will provide a live tracking link with real-time sales by territory. Paste the URL below to access it directly from this page.

↗ Open Tracker
Link is saved locally on this device. The "Open Tracker" button activates once a valid URL is entered.
VISITS
Territory visit planning & tracking
Visits / Day
8
In-person priority
Visits / Week
32
Weekly field activity
Visits / Month
128
Monthly cadence
Field Days / Week
4
Office day = 5th day only
ℹ Live numbers. Targets shown above mirror the values set in Expectations. Edit them there — they will update here automatically.
◉ Who You Meet
MD
Ophthalmologist
Medical doctor · Surgery
Diagnoses, treats, and operates. Talk: clinical depth, surgical accuracy, evidence.
OD
Optometrist
Primary eye care · Largest segment
Exams, contact lenses, dry eye, myopia management. Talk: ROI, exam efficiency, dispensing.
OPT
Optician
Fits and dispenses
Fits glasses and contacts to a Rx. No exam, no prescribing. Talk: dispensing speed, lens tools.
ECP
Eye Care Professional
Umbrella term
Industry shorthand for any of the three above. Use the specific title when you know it.
◉ IJCAHPO Certifications — Allied Personnel in MD Practices
COA
Certified Ophthalmic Assistant
Entry · Patient intake, basic measurements
COT
Certified Ophthalmic Technician
Intermediate · Biometry, topography, OCT
COMT
Certified Ophthalmic Medical Technologist
Advanced · Surgical, complex diagnostics

⚠ The official ladder is COA → COT → COMT. If you hear "COR" or "COS", clarify — these aren't IJCAHPO certifications.

◉ Market Segmentation — Who Owns Each Segment
Independent ODs · PRIMARY VOLUME
▲VP Field Sales
Decision
Owner-OD
Cycle
30–90 days
Lever
Demo + financing
Rep role
Direct sale, end-to-end
Independent MDs · HIGHER ASP
▲VP Field Sales
Decision
Senior MD + admin
Cycle
90–180 days
Lever
Clinical evidence
Rep role
Drive multi-stakeholder eval
National Accounts · CORPORATE
▲Sr. Director, National Accounts

National Vision, Walmart Vision, Costco, MyEyeDr., Visionworks. HQ-negotiated contracts.

Decision
HQ Procurement
Cycle
6–18 months
Lever
Pull-through
Rep role
Training, install, support
Regional Key Accounts · 5–50 LOCATIONS
▲VP Field Sales
Decision
Owner / Clinical Director
Cycle
60–180 days
Lever
Volume + standardization
Rep role
Pilot 1–2 sites, then rollout
Alliances & Buying Groups · INDEPENDENTS · ORGANIZED
▲Alliances Manager

Reps sell to alliance member ODs directly; pricing programs and member-facing terms flow through the Alliances Manager.

Vision Source EL
Largest US OD alliance · Est. 1991
PERC EL
High-volume practices · Est. 2009
IDOC
~3,000 members · Independent · Est. 1999
Opti-Port
Multi-office groups · Independent

Others to know: PECAA, ADO, IOP Network, Vision Trends, Red Tray, PrimaryEye. Always check affiliation before quoting.

EssilorLuxottica Owned Retail · INTERNAL
▲Sr. Director, National Accounts

LensCrafters, Pearle Vision, Target Optical, Sunglass Hut. Centralized rollouts via EL Retail organization.

⚠ Pearle Vision exception
Vast majority are franchisees — independent owners who buy direct with the rep. Pricing is pre-negotiated centrally by the Sr. Director, National Accounts. Quote at the franchisee rate; never improvise.
◉ Strategic Supervision — At a Glance
VP Field Sales
Independent ODs · Independent MDs · Regional Key Accounts
Sr. Director, Nat. Accounts
National Accounts · EL Owned Retail · Pearle Vision pricing
Alliances Manager
Vision Source · PERC · IDOC · Opti-Port · all others
SALES GUIDES
Consultative selling reference · product-by-product
💡 Consultative Selling: Focus on the customer's objectives, not the product features. Ask about their workflow challenges, patient volume, and growth goals — then position our solutions as answers to their specific situation.