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.