The Science of Scaling

It’s Time to Ditch Your Commission Plan w/ Nick Dellis (VP of Revenue, Mercury)

May 23, 2024
Guest
Nick Dellis
Nick Dellis, VP of Revenue at Mercury, challenges the norm of commission plans, advocating for intrinsic motivation. They discuss flaws of traditional plans, importance of measuring impact, and implementing performance improvement goals. They explore resistance to change and shifting focus towards business outcomes over monthly payouts.
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Episode notes
1
Intro
00:00 • 2min
2
Rethinking Commission Plans and Sales Team Compensation
01:57 • 23min
3
Exploring Resistance to Changing Commission Plans
24:37 • 3min
4
Rethinking Commission Plan Design for Performance Improvement
27:39 • 2min
5
Understanding the Impact of Changing Commission Plans on the Go-To-Market System
29:46 • 2min
6
Exploring the Implications of a New Commission Structure on Sales Teams and Company Culture
31:36 • 4min