Winnie Maignan on Taking Sales Comp Beyond the Spreadsheets at McKesson
Beyond the spreadsheet, a comp plan is a story reps either trust or don't.Winnie Maignan, VP of Sales Compensation at McKesson, sits with Siva on Uncappd Insider for the comp plan conversation most teams aren't having: AI's real role in comp, the SPIF ceiling rule, the 30-day audit, and why low rep attrition can be a red flag.Presented by: Everstage • Uncappd Insider PodcastGuest: Winnie Maignan, VP Sales Compensation at McKessonHost: Siva Rajamani, CEO & Co-founder, EverstageIf you design comp plans, run RevOps or Sales Ops, manage SPM or ICM, or sit closer to the CRO than the spreadsheet, this is your masterclass on what separates a comp plan that ships from one that survives the year. Winnie shares the five data points she pulls in her first 30 days at any new comp role, where AI earns its keep in comp planning and where it absolutely does not, the comp plan red flags hiding inside healthy-looking metrics, why sales comp is a year-long cycle, not a Q3 sprint, and more.Join Uncappd - an exclusive sales comp community with over 700 professionals from Notion, Anthropic, Klaviyo, PepsiCo and more. Chapters00:00 - Intro: why this conversation matters2:12 - Winnie and Sales Compensation4:55 - Factors defining the success of your sales comp program6:10 - Minimizing gaps 6:53 - Keeping your plan relevant through the year 7:45 - Customer experience in sales compensation9:37- Cross-functional collaboration - organized chaos?12:41- When & where AI works in sales compensation16:22- Thriving in a sales compensation role18:35- Bring value to the table20:34- Communications as a sales comp strategy24:20- Stepping into a new company? Look for these signs27:00- Top data points to watch out for28:36- Low attrition- a red flag 30:03- Territories as a metric30:48- Cost of compensation32:32- Sales comp as a year-long cycle33:39 - Mid-year plan changes35:44- Designing your SPIFs 36:40- Final thoughts42:42- Inside Uncappd
