In this episode, CJ Gustafson interviews Ryan Wash the Founder and CEO of RepVue whose mission is to help sales pros find the best companies to work for and ensure they're paid fairly. Ryan gives CJ a data-driven inside look into sales capacity, planning models, and sales rep commission plans. Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line, head to www.tropicapp.io/metrics

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SPONSORS:

Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on. 🌴 Visit www.tropicapp.io/metrics to learn how.

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X / TWITTER:

@ryan_c_walsh

@cjgustafson222 (CJ)

@TurpentineMedia (Turpentine)

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TIMESTAMPS:

(00:00) Intro

(03:14) The Importance of Sales Rep Commission Plans

(04:57) The Reality of Sales Quota Attainment

(05:30) The Impact of Low Quota Attainment on Sales Organizations

(07:36) Understanding Sales Rep Compensation Structures

(12:52) Sponsor: Tropic (www.tropicapp.io/metrics)

(14:05) The Cultural Impact of Sales Quota Attainment

(19:10) Understanding Blue Ocean and Red Ocean in Sales

(22:32) The Ratio of Quota to OTE in Sales

(26:38) Comparing Compensation Plans in Different Business Models

(27:27) Understanding the Structure of Compensation Plans

(27:46) The Impact of Consumption-Based Models on Sales

(29:02) The Frustration of Overpaying Commissions

(30:31) The Role of Accelerators and Decelerators in Compensation

(30:57) The Controversy and Effectiveness of Sales Spiffs

(39:54) The Impact of Post-COVID Economic Conditions on Sales

(42:42) The Reality of Sales Rep Attrition and Tenure

(47:16) Tech Stack for Sales Reps

This show is produced by Turpentine: a network of podcasts, newsletters, and more, covering technology, business, and culture — all from the perspective of industry insiders and experts. We’re launching new shows every week, and we’re looking for industry-leading sponsors — if you think that might be you and your company, email us at [email protected].