Enterprise GTM School (OnDemand)

Territories & Comp Plans


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


  • 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


Who Should Take

Results to Expect

Homework, Assignments, or Expectations

Attendance Requirements


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