How motivated are your sales reps? Activating rep productivity doesn't always come down to the "right" compensation plan, but it can certainly help. Listen to two SPM veterans Matt Haller, Partnerships Manager at CaptivateIQ, and Jeff Ignacio, Sales Operations Lead at Amazon Web Services, discuss incentive compensation.
Best practices for setting "fair" quotas
Different incentives that you can put in place to motivate reps
How to seamlessly transition from designing to administering compensation plans
Matt is the Partnerships Lead at CaptivateIQ. Before CaptivateIQ, he was a management consultant at Deloitte and the Alexander Group, where he designed over $6.5 Billion in incentive programs.
Jeff is a Sales Operations Lead at Amazon Web Services (AWS) and Host of The Revenue Architect Podcast. Prior to AWS, he held roles in Operations and Finance at UpKeep, Intel, and Google. Jeff is an advisor to Sonar, Syncari, and Scratchpad.
We hosted an AMA (ask me anything) with sales compensation leader, Rachel Parrinello from the Alexander Group, and Matt Haller of CaptivateIQ, as they discuss the state of sales comp, and answer some of the audience's toughest comp planning questions.
How do I incentivize my reps to crush their quotas? What is the right comp structure? How should I set up my territory planning? These questions are difficult enough for sales and ops leaders during a normal year. Today, those critical decisions are exponentially more complex and significant as teams across the organization are remote and territory coverage becomes digital.