Moubeche: Aligning teams on quarterly MRR beats lead-based bonuses
Guillaume Moubeche · Lemlist CEO Guillaume Moubeche: Gives Employees this bonus when 5x revenue growth target hit · Apr 11, 2021 · at 5:32
Guillaume Moubeche, CEO of Lemlist, explains why he avoids bonus structures based on MQLs and SQLs in favor of tying all employee incentives directly to quarterly MRR growth.
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“I know a lot of people, you know, they're trying to put bonuses on number of qualified leads, marketing qualified leads, sales qualified leads. I think it's too complicated, and I think people tend to always optimize things based on, so for example, if I tell you need to reject that amount of marketing qualified leads. What you're going to try to do is book, let's say, as many meetings you can for your sales team. However, the quality of the lead is not going to be that great. However, if everyone is focused on growing the MRR, and then we set up like the MRR goal at the beginning of each quarter, now everyone is focused on one thing, which is revenue, and revenue for us equals profit. So it's like everyone goes to the same direction, and I think it's like It's a better way to incentivize.”
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