Fillmann: Sales Comp Plans Must Align Rep Pay With Shareholder Metrics
Frank Fillmann · Frank Fillmann: How I Boosted Revenue by $500M at Salesforce; Tips for Hiring Salespeople | E992 · 20VC with Harry Stebbings · Mar 22, 2023 · at 51:45
Frank Fillmann, Salesforce CRO and Country Leader for Australia, advises founders and sales leaders on how to structure effective sales compensation models.
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“I think the biggest challenge you want to solve is alignment with how the company reports to their shareholders, whether that's a private or a public company. How is the company measured? And then make sure there's alignment all the way down to how the sales rep is paid. I think in the absence of that, there's going to be a tension point where what the customer wants and what the rep wants is wildly different from what leadership wants.”
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