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Compensation Navigator: strategies for motivating ramping sellers
Cultivating Long-Term Success in Sales Rep Ramping
In the fast-paced B2B sales environment, setting up new reps for long-term success is crucial. This masterclass will reveal the art of effectively ramping sales reps, turning them from learners to significant contributors.
Discussion topics
Should the ideal approach to comp a ramping rep be based on progress towards goals or quota relief?
Learn how to leverage the ramping period to instill long-term motivation.
Understand the importance of monitoring progress with the right tools.
Gain insights into formulating effective plans from scratch.
Explore strategies for transitioning new reps from learning phases to being key players in the organization.
Dive into the essential elements of ramping plans, focusing on learning, effort, and measuring outcomes.
Key Takeaways
Driving Desired Behaviors through Compensation Plans: Emphasizes the importance of aligning compensation plans with business objectives and the behaviors they want to encourage in their sales teams.
Ramp Targets and Data Utilization: Discusses setting realistic ramp targets based on data, such as average cycle time and performance of top sellers, to help new hires transition effectively from beginners to proficient contributors.
Role of Incentive Programs: Highlights the significant impact of well-structured incentive programs on employee performance and motivation, with data showing that such programs can dramatically increase sales performance.
Compensation Components and Execution: Breaks down various components of compensation like base salary, bonuses, multi-year compensation, and incentives. It also stresses the need for transparency, real-time visibility, and adaptability in compensation planning and execution.