Levers to Pull in Sales Compensation Planning

Ben Murray, host of SaaS Metrics School, recaps a recent webinar with QuotaPath on sales compensation planning. He highlights key takeaways from the webinar, including identifying a "North Star metric" (e.g., CAC, burn multiple, revenue retention) to guide compensation plan design. Murray discusses three common compensation plan types: multi-year accelerators for retention, new business growth accelerators and bonuses, and plans for market expansion. He also touches on levers to pull, such as timing payouts to improve cash flow and encouraging multi-year deals. Murray emphasizes the importance of aligning sales compensation with corporate objectives for 2024 planning and recommends the webinar replay and slides for actionable advice.