In this episode of Mostly Growth, the number one podcast for product monetization, CJ Gustafson and Kyle Poyar dig into what actually makes a sales comp plan effective—and why so many go wrong. They break down OTE, quotas, accelerators, spiffs, ramps, and usage-based models, plus how incentives shape behavior across sales and customer success. The conversation covers margin-based comp, AI’s impact on forecasting, common gaming pitfalls, and practical rules for building simple, aligned plans that drive growth without breaking trust.

—

SPONSORS:

RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com

Tropic is an intelligent spend management solution that consolidates your spend data and processes into one unified offering, enabling insights and decisive action. From spotting hidden optimization opportunities to automating painful procurement workflows and giving you the best market data to turn vendor negotiations in your favor, Tropic combines smart insights with real human expertise to keep you ahead of the curve. Visit https://www.tropicapp.io/mostlymetrics to learn how.

HockeyStack is an AI platform for modern go-to-market teams that unifies sales, marketing, and customer data into a single system of action. With AI agents that prospect accounts, support reps, improve forecasting, and automate what’s already working, HockeyStack helps teams move faster without guessing. Trusted by companies like RingCentral, Outreach, ActiveCampaign, and Fortune 100 teams—learn more at https://www.hockeystack.com

—

LINKS:

Mostly Metrics: https://www.mostlymetrics.com

CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/

Growth Unhinged: https://www.growthunhinged.com/

Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/

Slacker Stuff: https://www.slackerstuff.com/

Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/

https://www.youtube.com/c/Vinwiki

https://www.lookingforleverage.com/p/the-characteristics-of-a-great-sales-comp-plan

—

RELATED EPISODES:

The Anatomy of a Great Sales Comp Plan

Mostly Growth