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The best ways to screw up comp plans
There are things that just shouldn't be in sales comp plans. And then there are things that definitely should be.
In this episode we talk about a simple approach to drive the right behaviour for you and the sales team.
- Clawbacks (04:47)
- Step functions (08:40)
- Capped comp (10:42)
- Cliffs (12:56)
- Put this in your comp plans: Kickers (14:18)
- Negative kickers or debuffs (18:28)
- Contract length (18:40)
- Free months (22:30)
- Positive kickers aka buffs (23:24)
- Sales rep consistency (23:32)
- Intra Quarter Pacing (26:08)
- Quarter over Quarter consistency (27:10)
- The fifth quarter (28:50)
- Double bubble (30:09)
- Wrapping up (31:29)
You can check out GTM live here: www.growblocks.com/gtm-live/
Email us with questions at [email protected]
View all episodes
By Toni Hohlbein & Raul Porojan
5
88 ratings
There are things that just shouldn't be in sales comp plans. And then there are things that definitely should be.
In this episode we talk about a simple approach to drive the right behaviour for you and the sales team.
- Clawbacks (04:47)
- Step functions (08:40)
- Capped comp (10:42)
- Cliffs (12:56)
- Put this in your comp plans: Kickers (14:18)
- Negative kickers or debuffs (18:28)
- Contract length (18:40)
- Free months (22:30)
- Positive kickers aka buffs (23:24)
- Sales rep consistency (23:32)
- Intra Quarter Pacing (26:08)
- Quarter over Quarter consistency (27:10)
- The fifth quarter (28:50)
- Double bubble (30:09)
- Wrapping up (31:29)
You can check out GTM live here: www.growblocks.com/gtm-live/
Email us with questions at [email protected]
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