The Revenue Leadership Podcast with Kyle Norton E29: Mastering Sales Commission Plans with QuotaPath's Ryan Milligan
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Apr 16, 2025 Ryan Milligan, VP of Sales, Marketing, and RevOps at QuotaPath, shares his expertise in sales commission planning. He dives into effective strategies for crafting comp plans that motivate sales teams and achieve business goals. Topics include understanding what drives sales reps, the importance of clear and achievable incentives, and the balance needed in commission structures. Ryan also discusses how collaborative plans can promote teamwork while examining modern compensation trends and their impact on sales behavior.
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Collaborative Comp Plan Ownership
- Involve finance, sales, and RevOps collaboratively in comp plan design to ensure alignment.
- Foster positive intent among stakeholders to avoid conflicts and drive company growth.
Use Rep Feedback to Improve Plans
- Regularly survey sales reps to understand their motivations and satisfaction with compensation.
- Use data-driven insights from users to continuously improve comp plans.
Essentials of a Great Compensation Plan
- A great comp plan must be simple, motivating, and aligned with key business metrics.
- It should feel achievable and allow reps to clearly understand how to succeed.
