Summary
In this episode, join Justin in an exhilarating interview with Ryan Milligan, the VP of Sales at QuotaPath, as they unravel the captivating story behind Ryan's ascent to sales leadership. Delve into the intricacies of aligning compensation plans with corporate goals and crafting dynamic structures. Uncover the art of open conversations with sales reps and the secrets to motivating them effectively. Brace yourself for a thought-provoking discussion on incentivizing marketing teams, where Ryan unveils groundbreaking insights. Discover what a remarkable day in sales looks like, characterized by collaborative efforts, value-driven deals, and insightful business analyses. This episode is your passport to a world of sales wisdom and leadership strategies.
Takeaways
- Align compensation plans with company objectives to drive desired behaviors and outcomes.
- Have open conversations with reps to understand what types of deals motivate them the most.
- Incentivize marketing teams based on pipeline generation and closed-won revenue.
- A great day in sales involves collaborating with reps on their path to quota, working on deals that deliver value to both the customer and the company, and analyzing the success of the business.
Chapters
00:00 Introduction and Background
03:00 Transition to Sales Leadership
08:19 Structuring Compensation Plans
16:32 Aligning Comp Plans with Company Objectives
23:06 Improving Comp Plans
25:37 What Makes a Great Day in Sales
