E23: Everything You Need to Know About Sales Rep Comp and Commissions Planning with Ryan Walsh, CEO of RepVue

Run the Numbers

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E23: Everything You Need to Know About Sales Rep Comp and Commissions Planning with Ryan Walsh, CEO of RepVue

CJ Gustafson

Jan 03, 2024

In this episode, CJ Gustafson interviews Ryan Wash the Founder and CEO of RepVue whose mission is to help sales pros find the best companies to work for and ensure they're paid fairly. Ryan gives CJ a data-driven inside look into sales capacity, planning models, and sales rep commission plans. Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line, head to www.tropicapp.io/metrics

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SPONSORS:

Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on. 🌴 Visit www.tropicapp.io/metrics to learn how.

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X / TWITTER:

@ryan_c_walsh

@cjgustafson222 (CJ)

@TurpentineMedia (Turpentine)

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TIMESTAMPS:

(00:00) Intro

(03:14) The Importance of Sales Rep Commission Plans

(04:57) The Reality of Sales Quota Attainment

(05:30) The Impact of Low Quota Attainment on Sales Organizations

(07:36) Understanding Sales Rep Compensation Structures

(12:52) Sponsor: Tropic (www.tropicapp.io/metrics)

(14:05) The Cultural Impact of Sales Quota Attainment

(19:10) Understanding Blue Ocean and Red Ocean in Sales

(22:32) The Ratio of Quota to OTE in Sales

(26:38) Comparing Compensation Plans in Different Business Models

(27:27) Understanding the Structure of Compensation Plans

(27:46) The Impact of Consumption-Based Models on Sales

(29:02) The Frustration of Overpaying Commissions

(30:31) The Role of Accelerators and Decelerators in Compensation

(30:57) The Controversy and Effectiveness of Sales Spiffs

(39:54) The Impact of Post-COVID Economic Conditions on Sales

(42:42) The Reality of Sales Rep Attrition and Tenure

(47:16) Tech Stack for Sales Reps

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Run the Numbers

Run the Numbers is a twice-weekly podcast about financial metrics and business models, designed for ambitious people operating tech startups. It's a collection of things host CJ Gustafson (CFO at Partstech and writer of Mostly Metrics) has learned and thought about in the trenches as a tech CFO.

This show is meant to serve as a playbook of sorts for the stuff CJ wishes he knew earlier in his career, both from experience and from copying people smarter than himself.

Topics frequently touch upon Startup SaaS Metrics, Annual Budgeting, Financial Forecasting, Headcount, Equity, Dilution, and Fundraising – and how all of these drive business performance and growth.

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