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sales comp plan

2 statements across 2 episodes · 1 bullish · 1 bearish · 2 people on the record · first statement Mar 18, 2020 by Nick Mehta · across every show →

Everything said about sales comp plan, oldest first

Mar 18, 2020 positive
Insight
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…”
Nick Mehta Mar 18, 2020 ▶ 17:40 Webinar: What It Was Like in '08-'09. And We Can Learn for '20.
Nov 19, 2021 negative
Insight
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.”
Mark Roberge Nov 19, 2021 ▶ 1:29 The Most Common SaaS Sales Potholes and How to Avoid Them with Mark Roberge, HubSpot's ex-CRO
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