The Sales Compensation Experience

Hosted by Justin Lane

Business Management

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Latest episode

Mar 2024

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About the show

All things sales compensation related. From the design of sales compensation plans to drive revenue, provide focus for reps, and to recruit and retain top talent to the effective and efficient administration of sales incentives to provide timely, transparent and accurate payments to internal rep and external payees. We cover strategy and execution - people, process and technology a full end-to-end view of sales compensation.

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8 recent

August 15, 2023Episode 142 min

Glengarry Glen Ross, "Always be closing"

Join Justin Lane and Scott Barton in the premier episode of this informative and engaging podcast as they discuss the importance of sales culture, compensation plans, and trust and communication in creating effective sales comp plans. Learn valuable insights on sales compensation, accuracy, and transparency in the process of building a successful sales organization. Don't miss out on the opportunity to gain valuable knowledge and join their exclusive LinkedIn private community to continue the conversation. Intro / Outro music: Roulette Wheel by JAM Studio Licensed for use from PremiumBeat, License #4749579

August 15, 20231 min

Season 1 Intro

An introduction to the Sales Compensation Experience Podcast

August 25, 2023Episode 245 min

S1:E2 Attracting Sales Talent with Choice Based Incentive Plans

In this podcast, Justin and Scott discuss the importance of freedom of choice and pay mix in sales compensation. They explore how offering choice can attract sales talent and differentiate companies. They also delve into the concept of pay mix and how it can impact sales motion, buyer experience, and sales rep motivation. The conversation highlights the need for companies to design their sales compensation plans thoughtfully, considering the specific needs of their sales force. Overall, this podcast offers valuable insights into optimizing sales compensation plans.

December 5, 2023Episode 344 min

S1:E3 Measuring the Effectiveness of Sales Compensation Plans

In this episode of the Sales Compensation Experience Podcast, Justin Lane and Scott Barton discuss how companies can determine if their sales compensation plan is effective. They emphasize the importance of clear metrics, such as compensation cost of sale, sales growth, and core goals. They caution against relying on gut feelings and encourage companies to establish a systematic approach. This podcast provides valuable insights and practical advice for optimizing sales compensation plans. Listen to Justin Lane and Scott Barton as they share their expertise on sales compensation.

December 15, 2023Episode 437 min

S1:E4 Sales Compensation Plan Design Methodology - Part 1 of 3

Join Justin Lane and Scott Barton in this engaging podcast as they delve into the intricacies of sales compensation plan design. The first of a three part series in what a modern and comprehensive sales compensation plan design methodology looks like. Discover the crucial steps of bring the right stake holders together, conducting a thorough assessment and the significance of data and analytics. Be inspired to align your plan with business objectives and uncover areas for improvement. Don't miss out on this insightful discussion of the who, what and when of the first phase of sales compensation plan design!

December 22, 2023Episode 541 min

S1:E5 Sales Compensation Plan Design Methodology - Part 2 of 3

Dive into the world of sales compensation with Scott & Justin in this engaging episode of "The Sales Compensation Experience" Podcast. Pt. 2 of our series on plan design, this episode offers a rich blend of expert insights & practical strategies. Discover the art of creating effective sales compensation plans, understand the balance between innovative & practical approaches, and learn how to align compensation with organizational goals. Whether you're new to sales compensation or a seasoned pro, this episode is packed with invaluable tips and discussions on overcoming common challenges. Join us to master the intricacies of compensation plan design and drive success in your sales strategies. What's in store for you: A comprehensive discussion on the creation and structuring of sales compensation plans. Insightful conversations on the balance between innovation and practicality in plan design. Expert advice on tailoring compensation strategies to align with organizational objectives.

December 29, 2023Episode 635 min

S1:E6 Sales Compensation Plan Design Methodology - Part 3 of 3

In the latest Sales Compensation Experience episode, we delve into the sophisticated realm of sales compensation plan design, combining professional insights with strategic execution. The episode focuses on aligning compensation strategies with organizational objectives, emphasizing clarity in roles and incentives. Our discussion also covers the critical aspects of adapting and testing new measures within the plans, ensuring they are practical and effective. With expert collaboration, we explore the importance of timing and communication in rolling out these plans to maximize engagement and performance. Tune in for an insightful, strategy-packed session that offers valuable takeaways for professionals in sales, HR, and business leadership. Listen to the episode for a deep dive into the art and science of sales compensation plan design. 🎧

March 1, 2024Episode 748 min

S1: E7 Mastering Sales Compensation: Navigating Complex Changes

Dive into the art of sales compensation plan redesigns with our latest podcast episode, featuring seasoned experts sharing real-world cases from the tech, heavy equipment, and service sectors. Learn how they navigated growth challenges, territory fairness, and performance metrics shifts to drive sales and align with evolving business goals. Their insights offer a wealth of knowledge on implementing effective changes, ensuring team buy-in, and leveraging data for continuous improvement. Don't miss out on these invaluable strategies and experiences. Tune in, share your thoughts in the comments, and subscribe for more expert insights on transforming sales compensation to drive success. Listen now to empower your sales strategy!