Ryan Milligan, CRO at QuotaPath, joins Janis and Philipp to talk about how compensation planning can be used as a strategic lever to drive company performance. With a background in RevOps and four years of scaling QuotaPath from the inside, Ryan shares why comp plans shouldn't be a last-minute sidecar in December — but a core part of how you plan and execute your revenue strategy all year long.

We cover:

• Why RevOps leaders are well-suited to become CROs

• How to use your comp plan to drive the right revenue behaviors across your GTM team

• The annual comp planning calendar: when to start, what to do, and how to roll it out

• Why comp planning is the most strategic project RevOps can own

• Quota attainment benchmarks: why 90% coverage beats the old 80% model

• How smaller, high-performing teams are closing more revenue per rep

• Designing accelerators and deal-level kickers that actually change behavior

• The "spike test": how QuotaPath went from 15% to 80% multi-year deals in one quarter

• SDR comp architecture: balancing quantity and quality metrics

• Variable comp splits for CS, Sales Engineering, and RevOps roles

Ryan Milligan on LinkedIn: https://www.linkedin.com/in/ryanmilligan 

Weflow: https://www.getweflow.com 

RevOps Chat Community: https://getweflow.com/community 

RevOps Letter: https://www.getweflow.com/revopsletter 

Janis on LinkedIn: https://www.linkedin.com/in/janiszech 

Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer

Chapters: 

(00:00:00) Introduction 

(00:01:30) Ryan's Path from RevOps to CRO 

(00:05:10) Comp Planning as a Strategic Lever 

(00:09:00) Treating Comp Plans as Dynamic, Not Static 

(00:11:10) The Annual Comp Planning Calendar 

(00:15:00) Why Comp Planning is RevOps' Most Strategic Project 

(00:17:10) Quota Attainment Benchmarks & Coverage Models 

(00:20:00) Smaller Teams, Higher Productivity & AI's Role 

(00:22:40) Key Behaviors to Drive with a Comp Plan 

(00:27:00) Philipp's Recap: Core Comp Plan Principles 

(00:29:30) Aligning BDRs, AEs & AMs to Strategic Goals 

(00:30:30) The Spike Test: Changing Behavior with Bold Accelerators 

(00:34:10) Quick Fire: SDR Comp, Payment Timing & CS Splits 

(00:38:00) Book Recommendation & Wrap-Up