#108 Using Comp Plans to Drive Company Performance – with Ryan Milligan, CRO at QuotaPath

Compensation planning as a tool to drive company performance is explored, with Ryan Milligan, CRO at QuotaPath, sharing insights from his RevOps background. The discussion emphasizes integrating compensation plans early in annual planning to motivate go-to-market teams toward better revenue, such as longer-term contracts or specific product sales. Milligan advocates for dynamic comp plans that adapt to changing business needs, using accelerators and kickers for flexibility while maintaining a stable core compensation. He also highlights the importance of interviewing sales teams to understand their perspectives on the comp plan and aligning incentives with strategic outcomes, such as moving into enterprise markets.