Since sales reps are “coin-operated,” you can expect higher performance if you pay them more, right? Unfortunately, it’s not that easy...
Our guest in this week's episode is an expert in sales compensation having owned this sales performance lever for one of the biggest telcos in Australia, before he moved on to found, scale, and sell a sales compensation SaaS platform. He'll share what motivates sales reps, the mindset required to design effective compensation plans, and which stakeholders to consider. Please welcome the CEO of SalesGrid, David Marshall.
Here are some of the questions we attempted to tackle:
- Is money really the primary motivator for sales reps from your experience?
- What are the factors to consider when designing a compensation plan?
- What makes a good comp plan? Is it simplicity or nuance?
- For sales enablers who want to orchestrate the development of a better comp plan, what does the stakeholder environment typically look like? Who is in charge, who contributes, who executes?
Here are some of the resources referenced in this episode:
Connect with David Marshall on LinkedIn: https://www.linkedin.com/in/david-marshall-spm/
Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/
Where to find The State of Sales Enablement:
Website - http://thestateofsalesenablement.com/
LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g