Toni interviews Antoine Fort, CEO of Qobra, about sales compensation plans, particularly for usage-based and outcome-based models. Antoine shares his background as an engineer and how he transitioned into sales, leading to the creation of Qobra, a commission calculation business. They discuss common mistakes in commission structures, such as overcomplicating plans and not adequately incentivizing top performers. Antoine emphasizes the importance of simplicity, immediacy, and accuracy in compensation plans to drive sales team motivation and avoid frustration. The conversation also covers the nuances of paying commissions on cash flow versus booking, strategies for retaining top sales reps, and the challenges of designing compensation plans for usage-based systems, including the potential use of clawbacks. Finally, they touch on the differences in compensation practices between the US and Europe.
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