Post by Everstage

The people designing most comp plans have never sat in a forecast call. That's the problem. Daniel W. has spent 15 years in ops and RevOps and is now the Head of Incentive Compensation at Dext, a bookkeeping automation platform. He builds every plan, runs every payout cycle, and lives with the consequences of every design decision across multiple regions. His take: comp belongs in RevOps because RevOps is the only function that sees the full picture. When you sit at that intersection, you design comp to drive the behavior the business actually needs this quarter. When a single net revenue number is the only metric, reps can mask churn behind big upsells, and nobody sees it. Daniel's fix: split the target into growth and retention, weighted by region and portfolio risk. The reps driving retention got rewarded. The ones covering up churn couldn't hide anymore. That same visibility gap shows up in pipeline behavior. When reps start sandbagging deals and pushing them into future months, the plan is telling you something. Finance or HR won't catch it. RevOps sees it because they're the ones in the forecast calls every week. The episode also covers CSM compensation (why activity metrics like QBR counts don't drive quality), how to diagnose underperformance without assuming it's the rep's fault, and why Daniel runs comp through three layers of approval before anything reaches payroll. Watch now on Youtube : https://lnkd.in/gCg6sQQq Streaming Live on- Spotify: https://lnkd.in/g6yweu4Q Apple Podcasts: https://lnkd.in/g6xv9Sqs #gotomasters #salescomp #incentivecompensation

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