Comp Planning 2022

In late October, QuotaPath's Founder and CEO AJ Bruno and Chief of Staff Graham Collins led a lively discussion on comp planning.

The two reviewed some of the biggest trends regarding comp plans, helpful best practices, and even revealed a calculator tool that helps organizations set their on-target earnings (OTEs). Stay tuned for more!

Below, we’ve highlighted three key takeaways from the event. But, please grab a notepad and listen along.

1. Very few sales reps have a good understanding of their comp plans

When reps don’t know how and when they get paid, they are more likely to leave. However, when they have a clear understanding, we’ve found that reps are more productive and loyal to their companies. To help, avoid overcomplicating comp plans and have a clear communication plan in place to review them with your reps. As an added tip, it should always be the sales leaders who run through the new plans with their teams.

2. Spiffs aren’t a substitue for a good comp plan

If your comp plan is bad, no amount of spiffs is going to fix it. Spiffs should be used intentionally to motivate and reward good sales behaviors. They shouldn’t be used to course correct for a poorly designed comp plan.

3. Aim for salary and OTE transparency

This is a big one. Sales reps are now receiving multiple offers as they job search. By being upfront and open about OTEs, you’re differentiating yourself from the competitors who hide this information. A bonus tip — set OTEs that your team will actually hit. Otherwise, expect high turnover.

Happy comp planning and enjoy the webinar!


Guide to Mastering Sales Kick Off Excellence
Guide: Mastering Sales Kickoff Excellence

With this playbook you'll, learn what it takes to strike success at your sales kickoff — including how to get your sales team hyped for the year ahead (and their new comp plans).

Download the Guide
Report: Solving the Biggest Sales Compensation Challenges

Insights from 450 RevOps, Finance and Sales leaders on how to ensure compensation plans align to business goals, motivate sales reps, and maintain simplicity in 2024.

View the Report
your guide to setting calculating and tracking sales compensation image
Your Guide to Setting, Calculating & Tracking Sales Compensation

Create sales compensation packages that reward over performance, drive productivity, and attract and retain talent.

Download the Guide