In this session, Richard Sgro is joined by Spiff's CEO and Co-Founder, Jeron Paul, and industry veteran, Brad Rosen (ex-G2), to answer all your questions about comp planning for all levels of your sales team.

The themes discussed in this Q&A are -

Adapting

Benchmarking

Plan Design

Motivation

And the key takeaways from this event were -

Keep your comp plans as simple as possible, only add complexity when it's vital

Make sure your AEs/AMs/CSMs clearly understand how much they'll get paid

A spiff is a good way to motivate in a crisis, without changing the underlying comp plans

Involve your team in the planning process, bring them into your world - a comp plan release should never be new news to anyone in the organization

Follow the first principles of comp planning -

Seek first to understand before you react. Don't panic.

Gather data quickly. Use data sources that you have on hand.

Formulate a response based on the data and the specifics of your business.

Your goal after this crisis should be to come out stronger than before. Look at this as a strengthening opportunity, like how Warren Buffet looks at downturns as a buying opportunity.