Podcast · 31 min

Aligning sales compensation with strategy, not SKUs (with Stephen Long)

Stephen Long · Forma ai Free Advanced

Aligning sales compensation with strategy, not SKUs (with Stephen Long)

This is the question stated as a principle: pay for the strategy you have chosen this year, not for whatever the product list happens to be. Long is blunt about how comp quietly drifts back to last year's plan.

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The question it answers

  1. How do I build a comp plan that pays for the strategy we actually have this year?

Read with it

  1. From the Chennai-built comp platform that actually runs these plans for hundreds of companies. It gives the pay mix by role... Everstage Article · 18 min read SaaS Sales Compensation Guide: How to Design Scalable and Fair Plans Everstage
  2. Three concrete ways to handle the awkward case where the product sourced the deal, including a higher first contract rate with... QuotaPath Article · 10 min read How to build PLG sales comp plans QuotaPath
  3. A deliberately contrarian first plan: cover the rep's fully loaded cost first, then pay 20 to 25 percent on everything above... SaaStr Article · 9 min read A Framework For Your First SaaS Sales Comp Plan Jason Lemkin
  4. Five design rules worth memorising, including show causality and keep the payout cycle under 60 days, plus a business case... Winning by Design Article · 15 min read Compensation for SaaS Sales Organizations Winning by Design
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