As 2025 comes to a close, sales leaders everywhere are revisiting comp plans for the new fiscal year. In this lively and insightful conversation, Stuart and Bethany talk with Chris Goff — compensation strategist, educator, and author — about what it takes to design sales compensation that actually motivates performance and aligns with business goals.

Chris shares practical lessons from years of experience helping organizations strike a balance between motivation, fairness, and financial discipline in their compensation strategies. From startup simplicity to enterprise-scale complexity, this episode explores what works, what fails, and why.

🕒 Episode Breakdown

00:00 – Introduction to Sales Compensation Dynamics

06:58 – Understanding the Role of Sales Compensation Professionals

09:40 – The Complexity of Compensation Plans

12:06 – The Importance of Pay Transparency

14:48 – Navigating Compensation Structures in Organizations

17:14 – The Impact of Company Culture on Sales Performance

17:51 – Advice for Sales Leaders on Compensation Planning

29:27 – Understanding Sales Compensation Structures

31:46 – The Role of Ramps and Quotas in Sales

38:05 – Navigating Mid-Year Changes and SPIFs

46:29 – Compensation Strategies for Startups

52:13 – Future Trends in Sales Compensation

56:11 – Understanding Compensation Plans

57:46 – Paths to Success in Sales

01:00:11 – Matching Personalities to Sales Roles

01:01:19 – The Politics of Sales Compensation

💡 What You’ll Learn

• The art and science of designing effective sales comp plans
• When “equality” can actually kill motivation
• The love–hate relationship with SPIFs and short-term incentives
• Why your comp plan is your real “instruction manual” for success
• How sales leaders can advocate for smarter plan design
• Practical strategies for startups building their first comp models
• What’s next in 2026: AI, consumption-based models, and new incentive trends

Whether you’re a CRO, a sales manager, or an individual contributor reading your new comp plan with curiosity (or dread), this episode helps you decode what really drives sales performance.

🎙️ Guest: Chris Goff

Hosts: Stuart & Bethany

Podcast: Haverin About

👉 Please subscribe wherever you get your podcasts.

You can learn more about Chris on LinkedIn and on his website salescompguy.com

💬 Have a sales comp story or question? Email Haverin About — Your Experience Could Feature in a Future Listener Q&A!

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