Compensation Planning 101

Sales compensation plans encourage positive team behavior, help set expectations and standards, and drive results to achieve team and organization-wide growth. A successful comp plan can help you create structure, incentivize individual reps, and budget better. But what makes a compensation plan successful? It all ties back to the reasons driving the plan in the first place.  

In this course, you’ll learn the theory and practical applications behind compensation planning, when to use models for specific roles (AEs, SDRS, Sales Leadership, and more), and how to determine and evaluate the success of existing plans. You’ll also gain access to tools, resources, and data-backed trends to help shape your future compensation planning processes. 

Course details

Enrollment type: On demand  
Open to: Executive and Associate Members

Enroll on demand

Graham Collins

Graham Collins, Instructor

QuotaPath’s Head of Partnerships, Graham Collins, has conducted more than 400 compensation strategy consultations and reviewed north of 1,000 compensation plans.  What he learned across those calls largely inspired QuotaPath’s design and execution of its free resource, Compensation Hub. 

Connect with Graham

Course curriculum

Sales, Revenue Operations, and Finance leaders that design, implement, or are involved in the compensation building and evaluation process. While the course curriculum is intended to address the SaaS space, many of the lessons apply across industries.

Session 1:
Intro to Compensation Theory and AE Plan Design


By the end of this class, you will be able to:

  • Use your understanding of why comp plans matter and common components to build comp plans that incentivize reps
  • Build a comp plan that answers the 3 questions every plan must address (How much? For what? How?)
  • Use common AE comp plan structures to build a plan depending on your organization’s growth stage

Session 2:
SDR & Sales Leadership Comp Plan Modeling


By the end of this class, you will be able to:

  • Adopt and structure different comp plans and trends for SDRs, Sales Leaders, RevOps, and Sales Engineers
  • This session will include live modeling of plans

Session 3:
Evaluating Compensation Plan Success


By the end of this class, you will be able to:

  • Design comp plans for other supporting sales roles (e.g. CSMs and AMs), including creating usage-based plans
  • Use best practices to successfully roll out a new comp plan
  • Use key business metrics to gauge your comp plan’s effectiveness

Expected Results

By the end of this school, you will have the knowledge and skills to be able to:

  • Increased quota attainment
  • Improved employee retention
  • More efficient recruiting and hiring
  • Increased revenue
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Course FAQ

This program is included in the cost of a Pavilion Membership. Not a member? Join now.

At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.

Enroll on demand at any time.

Due to this course being on demand, you can participate in sessions at your own pace.

Due to this program being offered on demand, you can enroll at any time.

UWe ONLY offer Executives the opportunity to get certified in On Demand offerings, and we currently only offer certificates for these Executive-level offerings:

  • CRO School
  • CMO School
  • Enterprise GTM School


Join Pavilion to enroll in Compensation Plans 101

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