Sales Compensation Plan
topic on 2 shows · 4 statements across 4 episodes
4 statements about Sales Compensation Plan, every show
Lindquist: High sales quotas must heavily reward overperformance
“It should be heavily weighted for its overperformance. If I'm giving you a big quota and you're hitting a 110% of that, I want you to be making good money.”
Fiechtner: Sales comp plans must derive from GTM strategy, not legacy tweaks
“Design your sales alignment, design your sales motion, and then the comp plan should come after that to reinforce those things. Too often it's backed into of like, well, this is what we did last year. Let's make a small tweak versus holistically taking a step …”
Roberge: Standard sales compensation plans conflict with land-and-expand PLG models
“If you're pursuing like PLG or land and expand, the sales compensation plan can really F that up, right? Because most sales compensation plans put most of the payment, the commission on the first ACV from the customer and have very little, if any, on expansion…”