Post by Uncappd

Most performance conversations are happening with the wrong person. Siva Rajamani's latest episode with GTMnow makes the case plainly: when reps aren't doing what you want, the instinct is to check the rep. The right move is to check the comp plan. It's the glue between what the company intends and what reps actually do - and if that glue is broken, it doesn't matter who's in the seat. Before the next PIP, run through this first: ✔️Can you explain the plan in 60 seconds? ✔️Does it have a FAQ document? (If yes, it's a tax code, not a plan.) ✔️Are multiple reps showing the same behavior pattern? ✔️ How many components does it have? ✔️ Does it still reflect this year's priorities - or last year's? ✔️ Are your top performers frustrated or quietly leaving? If you can't get through this list cleanly, the conversation you need isn't with the rep. Full GTMnow episode in comments - Siva goes deep on how plan complexity creeps in and what it actually costs you. #SalesCompensation #SalesComp #Uncappd

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