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
👏🏻 Like this episode? Subscribe for more insights from the world’s best RevOps leaders.
#RevOps #SalesCompensation #QuotaSetting #RevenueOperations #RevOpsAF
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