E23: Everything You Need to Know About Sales Rep Comp and Commissions Planning with Ryan Walsh, CEO of RepVue

In this episode of the Run the Numbers podcast, host DJ interviews Ryan Walsh, CEO and founder of RepVue, about sales compensation structures and sales capacity planning. Ryan explains RepVue's function as a platform for B2B salespeople to rate their organizations, providing insights into quota attainment, company culture, and compensation. The discussion covers common compensation models, the decreasing percentage of reps hitting quota, and the importance of setting realistic and achievable goals. They also delve into the cultural impact of compensation plans, the effectiveness of sales spiffs, and trends in sales compensation post-COVID, including the impact of zero interest rates and talent competition. The conversation concludes with a discussion on sales tech stacks and tools that can improve sales rep performance.