The Sales Compensation Show Scaling Complex Sales Compensation: Brian Le's Lessons From Notion, Salesforce, and Carta
Mar 25, 2025
53:03
With countless ways to configure territories, quotas, and sales incentive plans within traditional ICM systems, scaling sales performance management can often feel like a huge tradeoff.
You can (seemingly) either have highly customizable plans that are technical, difficult to change, and require deep expertise—or simpler, rigid plans that sacrifice flexibility for ease of administration in legacy ICM software.
Which raises a crucial question: Are the endless customization options of traditional ICM systems worth the operational burden? Or is there a better way to balance adaptability and efficiency? How is the landscape evolving for the needs of the business and sellers?
In this episode, we unpack flexibility and scalability with Brian Le from Notion. How does he tackle scaling comp at organizations of various sizes? We’ll explore specialized expertise, and ways brands are approaching flexibility. Join us as we discuss how to strike the right balance between adaptability and operational efficiency.
Episode resources
You can (seemingly) either have highly customizable plans that are technical, difficult to change, and require deep expertise—or simpler, rigid plans that sacrifice flexibility for ease of administration in legacy ICM software.
Which raises a crucial question: Are the endless customization options of traditional ICM systems worth the operational burden? Or is there a better way to balance adaptability and efficiency? How is the landscape evolving for the needs of the business and sellers?
In this episode, we unpack flexibility and scalability with Brian Le from Notion. How does he tackle scaling comp at organizations of various sizes? We’ll explore specialized expertise, and ways brands are approaching flexibility. Join us as we discuss how to strike the right balance between adaptability and operational efficiency.
Episode resources
- Connect with Brian on LinkedIn
- Book recommendation: The Sales Acceleration Formula by Mark Roberge
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