January 26, 2023

A Conversation with AJ Bruno

1 hour

AJ Bruno is the Founder and CEO of QuotaPath. Incentive compensation is a hot topic but the fact remains that comp plans have barely changed in a hundred years. There needs to be a discussion on other ways to fairly measure the value of a seller's contribution to the outcome of a sale.

AJ shares his perspective on the circumstances when paying commission makes sense, as well as when it doesn't. Quota has become a lazy thing when it is arbitrary without factoring in a seller's aspirations, when sales leaders are not trained to handle it correctly, and when technology is not used to better serve customers.

HIGHLIGHT QUOTES

Create a comp plan based on value contribution - AJ: "If you're just putting together a comp plan because, well, that's just what sales teams do, then you're probably not looking at it correctly. However, if you're looking at the role and what that person does and their valuable contribution, and you're doing a little bit of experimenting and testing all the way, what you will find, because there's lots of studies on this that sales folks that put down their goals, that write down their goals, will have a more productive outcome. The challenge is you can't replace those goal settings with just a comp plan."

Provide clarity on the goals of the quota - AJ: "I do believe the goal of the quota and the target is really to create that aligned methodology, that A to Z selling, so that you know that productive person that you had, you know if they go through these checklist items, and this is how they sell, this is what their output will be at the end of any given period."

Connect with AJ through the link below: