{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Revenue Formula","title":"The best ways to screw up comp plans","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/eff68833\"></iframe>","width":"100%","height":180,"duration":2011,"description":"There are things that just shouldn't be in sales comp plans. And then there are things that definitely should be.In this episode we talk about a simple approach to drive the right behaviour for you and the sales team.Clawbacks (04:47)Step functions (08:40)Capped comp (10:42)Cliffs (12:56)Put this in your comp plans: Kickers (14:18)Negative kickers or debuffs (18:28)Contract length (18:40)Free months (22:30)Positive kickers aka buffs (23:24)Sales rep consistency (23:32)Intra Quarter Pacing (26:08)Quarter over Quarter consistency (27:10)The fifth quarter (28:50)Double bubble (30:09)Wrapping up (31:29)You can check out GTM live here: www.growblocks.com/gtm-live/Email us with questions at podcast@growblocks.com","thumbnail_url":"https://img.transistorcdn.com/DMuhghEJZ17WlhyvrXuoNBnVHDhg7E0UEG1sgnQmrd8/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9kODRm/NDY3YzYxZDcxYWRj/ODc5NmJmYmIxMzk5/OGJhNy5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}