The Science of Scaling
It’s Time to Ditch Your Commission Plan w/ Nick Dellis (VP of Revenue, Mercury)
May 23, 2024
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.
38:10
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Quick takeaways
- Ditching the commission plan promotes intrinsic motivation and long-term value creation in sales teams.
- Focusing on learning goals instead of revenue targets cultivates a growth mindset and collaborative culture.
Deep dives
Revisiting Sales Team Structure: Commission Plan Design
Nick Delos, Head of Revenue at Mercury, challenges traditional sales team structures by eliminating the commission plan. His decision stems from personal experiences that showed commissions didn't improve his performance and only led to anxiety. At Mercury, the absence of a commission plan aligns with the team culture and success. This strategic shift aims to motivate employees differently and emphasizes intrinsic motivation over monetary rewards.
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