Pay Day Problems: Comp Plan Lessons Learned

In this episode of the RevOpsAF podcast, co-host Camela Thompson sits down with George Erskine, Founder of Candescent Strategies, to unpack the toughest lessons learned in sales compensation planning.

 

From quota-setting disasters to clawback controversies, George shares 15+ years of experience designing comp plans that motivate sellers (and avoiding the ones that drive them away).

 

💸 Key discussion points:

↳ Why you should never mess with people’s money

↳ The dangers of “divide the target by headcount” quota setting

↳ How to build capacity models that finance can’t argue with

↳ Common demotivators: delayed plans, clawbacks, decelerators, and more

↳ How to use comp design as a strategic tool for enablement and growth

 

📊 Whether you’re in Sales Ops, CS Ops, Marketing Ops, or RevOps leadership, this episode is packed with tactical insights you can apply immediately.

 

🔗Related resources from RevOps Co-op:

Comp Planning 101: https://www.revopscoop.com/webinar-series/comp-planning-101-navigating-the-essentials-of-compensation-planning

Crash Course on Quota Assignment: https://www.revopscoop.com/webinar-series/a-crash-course

How to Compensate Success Teams: https://www.revopscoop.com/webinar-series/how-to-compensate-success-teams-to-maximize-revenue

 

🤝 Connect with George on LinkedIn: https://www.linkedin.com/in/georgeerskine/

 

💗 Not a member of the community yet? Join here: https://www.revopscoop.com/membership/membership-options

 

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#RevOps #SalesCompensation #QuotaSetting #RevenueOperations #RevOpsAF