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Revenue Builders Podcast
Driving Sales Behavior with Effective Compensation Plans with Jose Fernandez

Driving Sales Behavior with Effective Compensation Plans with Jose Fernandez

Revenue Builders vor 11 Monaten

0:00

1:06:49

In this episode of the Revenue Builders Podcast, our hosts John
Kaplan and John McMahon dive into the intricacies of sales
compensation plans with special guest Jose Fernandez, co-founder
of Easy Comp. The discussion covers the primary purpose of sales
compensation plans, the impact of incentives on sales behavior,
and various strategies for aligning sales incentives with company
goals. Jose shares examples from his experience at MongoDB,
Intap, and Google, highlighting how tailored compensation plans
can drive desired behaviors and increase sales productivity. The
episode also touches on the challenges of transitioning to
consumption-based models and the importance of clear,
motivational, and actionable compensation plans for sales teams.

ADDITIONAL RESOURCES

Connect with Jose Fernandez.

LinkedIn: https://www.linkedin.com/in/joseluisfernandez/

Learn more about EasyComp:
https://www.easycomp.ai/

Read the Guide on Six Critical Priorities for Revenue
Leadership in 2026:
https://hubs.li/Q03JN74V0

Read the Guide on Winning Government Contracts:
https://bit.ly/3UYAOvO

Enjoying the podcast? Sign up to receive new episodes
straight to your inbox:
https://hubs.li/Q02R10xN0

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:01:44] Understanding Sales Compensation Plans

[00:01:59] Driving Sales Behavior with Compensation

[00:06:43] Aligning Compensation with Company Strategy

[00:08:50] Simplifying Compensation Plans

[00:12:19] Planning and Implementing Effective Compensation
Plans

[00:20:31] Leveraging Technology in Compensation Planning

[00:27:01] Incentivizing Overachievers and Managing Churn

[00:32:42] Understanding Sales Performance Metrics

[00:33:49] The Debate on Sales Compensation Caps

[00:35:30] Challenges with Sales Compensation Plans

[00:36:46] Coaching Technical Founders on Sales

[00:38:07] Celebrating Big Wins in Sales

[00:45:32] The Role of Technology in Sales Compensation

[00:49:01] The Shift to Consumption-Based Models

[01:00:16] The Importance of Collaboration in Sales

[01:01:26] Introducing EZ Comp and Its Mission

HIGHLIGHT QUOTES

[00:02:04] "Incentives drive behavior, and it does it in a very
strong way."

[00:03:09] "The first place they're going to go to figure out
what they're supposed to do is their compensation letter."

[00:05:14] "Simplicity is key. If they have to write it down,
it's never gonna work."

[00:06:36] "The number one way to lose sellers: comp plans that
don’t represent things I have control over."

[00:31:05] "Any good sales rep, really the top-notch salespeople,
are not going to your company if you have a cap in the sales
plan."

[00:34:41] "If they're not getting value, they're turning it off.
That's number one in consumption."

[01:06:53] "AI is gonna unleash wave after wave of business
transformation, and we want to be part of those waves."

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

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