Podcast · 66 min

John Lee on Scaling Sales Comp for 5,000+ Reps at @LinkedIn I Uncappd Insider I Everstage I

John Lee · Everstage Free Advanced

John Lee on Scaling Sales Comp for 5,000+ Reps at @LinkedIn I Uncappd Insider I Everstage I

Designing the plan is the easy part, and Lee spends the hour on operating it: the calendar, the exception handling, the disputes, the governance at 5,000 reps. That is the running-the-plan side this question asks about.

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The question it answers

  1. How do the best-run comp teams operate the plan through the year, not just design it?

Read with it

  1. Written for Indian SaaS founders by the Everstage CEO, ex Freshworks. It gives the working numbers: quota period must be at... SaaSBoomi Article · 10 min read Getting the Quotas Right for Your SaaS Sales Teams Siva Rajamani
  2. 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
  3. The practical method for combining top down targets with bottom up rep feedback, and the attainment bell curve to aim for: 60... Everstage Article · 13 min read Sales Quota Planning: How to Align Targets and Drive Results Arvinda Bharathi
  4. The operating cadence rather than the design theory: review quarterly, change annually, roll out in phases, and the line worth... Everstage Article · 12 min read 10 Sales Compensation Best Practices That Drive Results Visaka Jayaraman
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