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Live Workshop - You’re Setting Quota Wrong
You're Setting Quota Wrong: The Science of How Smarter Quotas Massively Increase Productivity.
Concert CEO and Co-Founder, Sanj Sanampudi, led this compensation planning workshop. The workshop was designed exclusively for revenue leadership professionals.
Revenue leadership professionals left this event with tangible ways (related to motivating their teams via compensation) to set their revenue organization up for success on the 2021 planning front.
Sanj Sanampudi is co-founder and CEO of Concert, an incentive compensation platform built on the science and psychology of performance. Sanj was a speaker at the 2019 SaaStr Annual and the World at Work Spotlight on Sales Comp. He also co-authored the “How to Create Better Comp Plans in 2020” guide with our team! Prior to Concert, Sanj was a CFO with deep experience in designing and administering compensation plans. He holds an MBA from Columbia University and a BS from New York University.
Workshop Agenda
How to motivate your team
Managing your employees
Getting your team paid
Keeping your employees laser-focused
-Bottom-Up forecast gives you a sense of the “natural” breaks (Experiential Distance: Use prior performance graph) - Commit to 80% + Attainment (Social Distance: If 80% of the team is hitting quota, it’s you, not the quota.)
Key Takeaways -
Top-Down planning looks good on a spreadsheet, but won’t help your rep
Spatial Distance: Lower intermediate targets to your Top Down number
Quota periods should match a rep’s visibility
Temporal Distance: Shorten your quota cycles (to monthly!)
Temporal Distance: Don’t be afraid to SPIF on pipeline stages!
Bottom-Up forecast gives you a sense of the “natural” breaks
Experiential Distance: Use prior performance graph
Commit to 80% + Attainment
Social Distance: If 80% of the team is hitting quota, it’s you, not the quota.