Enterprise GTM School (OnDemand)
Territories & Comp Plans
Overview
Design fair and effective compensation plans while considering the most important factors that influence, incentivize, and retain sales reps.
Key Topics:
The “war on talent” and current state of the sales job market
The principles of compensation plan design and mechanics, as well as top challenges (e.g., complexity, types of incentivizing, and handling change)
Guidelines for effective territory planning and management
Core Skills:
Aligning sales quotas to different company initiatives
Evaluating the fairness of sales comp plans and quotas based on data
Identifying strategies to incentivize sales reps who are working with longer sales cycles
Instructors:
AJ Bruno | LinkedIn - AJ is the Founder and CEO of QuotaPath and has founded, built, and run the GTM methodology for sales, account management, and lead gen teams in a variety of organizations.
- Ryan Milligan | LinkedIn - Ryan is the Director of Revenue Operations at QuotaPath. He is a data scientist, performance marketer, and RevOps leader focused on building scalable processes for sales teams.
Designer Bio
Information
Who Should Take
Results to Expect
Homework, Assignments, or Expectations
Attendance Requirements
Outline

Become the leader we know you can be
Develop your career alongside a powerful network of peers and enable your team to reach new heights