On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jeron Paul, Founder, and CEO of Spiff.com.

Jeron is a veteran and accomplished entrepreneur: he’s a four-time founder (with three exits), a board member, and former VC. 

Throughout the pod, Collin and Jeron discuss the often-repeated, but not always true, myths around building comp plans. Highlights include: why are compensation plans critical? ([5:50]), myth 1 – commissions don’t matter much ([15:53]), myth 2 – straight line commissions are better than complex commissions ([27:04]), myths 3 and 4 – quota bonuses aren’t always effective and accelerators aren’t worth the complexity ([39:29]), and myth 5 – more frequent or less frequent bonuses…which is more effective? ([51:39]).

Jeron Paul Founder and CEO of Spiff.com

Shownotes:
https://hbr.org/2015/04/how-to-really-motivate-salespeople
https://hbswk.hbs.edu/item/do-bonuses-enhance-sales-productivity-a-dynamic-structural-analysis-of-bonus-based-compensation-plans
https://hbr.org/webinar/2018/02/rethinking-sales-compensation
https://www.hbs.edu/faculty/Publication%20Files/12-055_13c23c02-e57f-4aea-9630-316aa4b772ce.pdf
https://www.hbs.edu/faculty/Publication%20Files/13-073_cbb24c28-9e84-47d9-8a32-f01b73cfda13.pdf

Listen On:

Listen on Spotifyhttps://podcasts.apple.com/ca/podcast/124-how-proposify-went-from-selling-self-serve-deals/id1233372004?i=1000453757828Listen on Apple PodcastsListen on Google Podcasts