#2 Nugget - Annual bonuses don’t motivate sales people - incentives do, here is how (Alex Wu)

"I used to hate my job."





That's what Alex Wu, Sales Incentive Manager, told us during our
latest episode of The Commission Corner.





But what changed?


He discovered that sales compensation isn't just about payroll -
it's about driving strategy, rewarding performance, and unlocking
the full potential of a company's most vital asset: its sales
team.





Here’s what stood out from our conversation with Alex:





1) Sales comp is more than math


It's strategy, psychology, retention, and revenue rolled into
one


A good plan doesn’t just calculate, it motivates





2) Europe is behind the US on sales comp maturity


In the US, it's a core strategic role


In Europe, it’s often still a side project owned by Finance or
RevOps





3) Comp plans need a GTM strategy, not guesswork


Data first, modeling second


Align KPIs to behaviors, not just outcomes





4) Transparency beats complexity


Communicate why the plan exists


Explain the carrot and the stick...not just the spreadsheet





5) Retention is built into comp... or broken by it


Ignore it, and you'll burn your best people


Embrace it, and you build a comp plan that’s a talent magnet





And one final reminder from Alex:


“Sales comp isn’t just about how much people earn. It’s how you
get your entire company to move in one direction.”





Shoutout to the people designing comp plans, running the models,
aligning stakeholders, and still having to sell the vision
internally.





You are the unsung heroes behind every high-performing sales
team.





The episode with Alex is now online on Spotify and co!