Post by Everstage

There's a question that tells you more about your comp plan than any dashboard will. Ask a rep who just switched product lines why they moved. If the answer is skill or market fit, the plan is doing its job. If the answer is "I make more money over here," you've got a design problem, not a people problem. That's how Ajay E. thinks about comp as VP and Head of Revenue Operations and Strategic Initiatives at Pathward, a publicly listed financial holding company. His take on what most comp teams get wrong: they design plans around what's easy to measure instead of what creates value. Reps start optimizing for the metric, not the outcome. They chase what pays fastest and ignore what matters long-term. And once a plan is in that position, unwinding it is painful. The tricky part is knowing which one you're dealing with. Ajay runs a diagnostic in every performance review: is this an execution issue or a design issue? One person missing target could be either. But when the same pattern shows up across multiple reps, products, or funnel stages, the comp structure is the problem, not the people. Fixing the wrong one wastes everyone's time. The episode also covers how to calibrate variable comp across products with different risk profiles, why clawbacks need to sit alongside upside (not in isolation), and why Ajay gives every rep a simulator to model their earnings before the plan goes live. Watch now on Youtube : https://lnkd.in/gnQjgGnw Streaming Live on- Spotify: https://lnkd.in/gvNsGt3B Apple Podcasts: https://lnkd.in/gC3PbQ7g #gotomasters #revops #salescomp

Video Content