Designing Sales Compensation That Actually Works — with Christopher Goff the 'Sales Comp Guy' скачать в хорошем качестве

Designing Sales Compensation That Actually Works — with Christopher Goff the 'Sales Comp Guy'

As 2025 comes to a close, sales leaders everywhere are revisiting comp plans for the new fiscal year. In this lively and insightful conversation, Stuart and Bethany talk with Chris Goff — compensation strategist, educator, and author — about what it takes to design sales compensation that actually motivates performance and aligns with business goals. Chris shares practical lessons from years of experience helping organizations strike a balance between motivation, fairness, and financial discipline in their compensation strategies. From startup simplicity to enterprise-scale complexity, this episode explores what works, what fails, and why. 🕒 Episode Breakdown 00:00 – Introduction to Sales Compensation Dynamics 06:58 – Understanding the Role of Sales Compensation Professionals 09:40 – The Complexity of Compensation Plans 12:06 – The Importance of Pay Transparency 14:48 – Navigating Compensation Structures in Organizations 17:14 – The Impact of Company Culture on Sales Performance 17:51 – Advice for Sales Leaders on Compensation Planning 29:27 – Understanding Sales Compensation Structures 31:46 – The Role of Ramps and Quotas in Sales 38:05 – Navigating Mid-Year Changes and SPIFs 46:29 – Compensation Strategies for Startups 52:13 – Future Trends in Sales Compensation 56:11 – Understanding Compensation Plans 57:46 – Paths to Success in Sales 01:00:11 – Matching Personalities to Sales Roles 01:01:19 – The Politics of Sales Compensation 💡 What You’ll Learn • The art and science of designing effective sales comp plans • When “equality” can actually kill motivation • The love–hate relationship with SPIFs and short-term incentives • Why your comp plan is your real “instruction manual” for success • How sales leaders can advocate for smarter plan design • Practical strategies for startups building their first comp models • What’s next in 2026: AI, consumption-based models, and new incentive trends Whether you’re a CRO, a sales manager, or an individual contributor reading your new comp plan with curiosity (or dread), this episode helps you decode what really drives sales performance. 🎙️ Guest: Chris Goff Hosts: Stuart & Bethany Podcast: Haverin About 👉 Please subscribe wherever you get your podcasts. You can learn more about Chris on LinkedIn (  / christopherjgoff  ) and on his website salescompguy.com (https://salescompguy) 💬 Have a sales comp story or question? Email Haverin About (mailto:[email protected]) — Your Experience Could Feature in a Future Listener Q&A! #SalesCompensation #SalesLeadership #RevenueStrategy #SalesOps #BusinessGrowth #HaverinAbout #Sales SPIFF