Luiz Cent 🦉

In my experience this is the best way to model comp structures. Use your data to guide you forward, revenue operations should be working with the CEO and CFO to push comp forward that aligns with long term goals. We used data to see which sales people were bringing the best long term customers by integrating with profitwell and automatically tracking churn and upgrades. Sales was compensated more based on upgrades within the first 30 days. Penalized for cancellations.

I’ve seen gamified comp backfire so many times, gamify comp and then they play the game, usually it’s hard to tie this to high level strategic company goals.

I’ve seen gamified comp backfire so many times, gamify comp and then they play the game, usually it’s hard to tie this to high level strategic company goals.

Team hits a target 🎯 celebrate! Here are some ideas not directly tied to more money: - pizza party remote or in person -offsite retreat -hire external top coaches

This is such a fun problem to solve. It’s part of what makes sales so exciting. Aligning comp structures to long term company goals. Fail to do this and your sales team figures out ways to game the system. Do this correctly and you have happy sales people, happy execs, happy founders and happy investors. It’s not a simple answer that fits in 750 characters, I recommend CRO school by Pavilion for this. It depends on where you are in your journey. What we’ve done well in the past is make this extremely simple. Incentivize the right behaviors, don’t hold silly contests to motivate, we also used coaches as motivations instead of additional comp.

I've been generating leads since 2012, and it's incredible to watch the industry evolve and to watch how companies succeed and fail with lead gen. -The most common problem I see is companies try to automate before they actually do the things that don't scale. I had a company recently targeting insurance agents and they exported a ton of leads from ZoomInfo and they were actually FBI agents! Imagine trying to sell advertising to those folks. Do the things manually, spot check 10x, make a list, make a process and then scale the process. Keep checking back for improvements especially if you now have SDRs or rev ops doing it for you.