Sales Comp Plan
topic on 1 show · 2 statements across 2 episodes
2 statements about Sales Comp Plan, every show
Roberge: 1980s-era sales comp models cause SaaS underutilization and revenue contraction
“We're using a sales comp plan that was invented in the 19 eighties, and it's causing our customers to utilize their licenses at a lower rate, and it's causing revenue contraction.”
Mehta: Use renewal SPIFs rather than overhaul core sales comp plans
“A SPF is kind of an incentive on top of the core plan to help people kind of redirect their activities. And so there's an opportunity to have a SPF around renewals particularly for your focused accounts, like maybe pick a list of the 20 renewals that you could…”