The Revenue Formula The best ways to screw up comp plans
May 23, 2023
33:31
There are things that just shouldn't be in sales comp plans. And then there are things that definitely should be.
In this episode we talk about a simple approach to drive the right behaviour for you and the sales team.
- Clawbacks (04:47)
- Step functions (08:40)
- Capped comp (10:42)
- Cliffs (12:56)
- Put this in your comp plans: Kickers (14:18)
- Negative kickers or debuffs (18:28)
- Contract length (18:40)
- Free months (22:30)
- Positive kickers aka buffs (23:24)
- Sales rep consistency (23:32)
- Intra Quarter Pacing (26:08)
- Quarter over Quarter consistency (27:10)
- The fifth quarter (28:50)
- Double bubble (30:09)
- Wrapping up (31:29)
You can check out GTM live here: www.growblocks.com/gtm-live/
Email us with questions at podcast@growblocks.com