Scrase: Checkr shifted SMB sales incentives from raw volume to realized revenue
Lindsey Scrase · Usage-Based Revenue Models: Successes & Pitfalls from Checkr COO Lindsey Scrase on CRO Confidential · Jan 8, 2025 · at 11:31
Lindsey Scrase, COO and former CRO of Checkr, details restructuring sales compensation plans to tie rep incentives directly to realized revenue.
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“Their lowest or smallest, lowest segment sales team was focused on activating customers. No, no incentive on revenue whatsoever. It's just like a volume based incentive plan. And so completely changed that focus of that team, moved them to the revenue focus, bringing value to the customer and to checker.”
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