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In this episode of The Advanced Selling Podcast, Bryan Neale sits down with sales compensation expert Chris Goff, better known across the industry as “The Sales Comp Guy.” With deep experience in sales operations, territory optimization, and comp plan design, Chris brings a rare, holistic perspective to one of the most emotionally charged topics in sales: how sellers get paid.
Together, Bryan and Chris unpack why compensation plans create so much tension, how leaders can design them with clarity and intention, and what great sellers do to maximize their earnings. Chris explains the psychology behind why salespeople often distrust comp plans and why that instinct is actually a sign of a strong seller’s mindset. He also breaks down the essential metrics every rep should analyze on their own, from deal size to win rate, to truly understand how their plan pays them.
On the leadership side, they explore the most common mistakes organizations make when modifying comp plans, and how vague or poorly communicated intentions can unintentionally drive the wrong behaviors. Chris emphasizes the importance of “proximity,” (ensuring the reward is as close as possible to the action,) to keep teams motivated, aligned, and engaged.
This conversation offers a refreshingly clear look at how great compensation plans get built, how sellers should navigate them, and how leaders can remove the unproductive “us versus them” dynamic that often surrounds pay discussions.
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