As 2025 comes to a close, sales leaders everywhere are revisiting comp plans for the new fiscal year. In this lively and insightful conversation, Stuart and Bethany talk with Chris Goff — compensation strategist, educator, and author — about what it takes to design sales compensation that actually motivates performance and aligns with business goals.Chris shares practical lessons from years of experience helping organizations strike a balance between motivation, fairness, and financial discipline in their compensation strategies. From startup simplicity to enterprise-scale complexity, this episode explores what works, what fails, and why.🕒 Episode Breakdown00:00 – Introduction to Sales Compensation Dynamics06:58 – Understanding the Role of Sales Compensation Professionals09:40 – The Complexity of Compensation Plans12:06 – The Importance of Pay Transparency14:48 – Navigating Compensation Structures in Organizations17:14 – The Impact of Company Culture on Sales Performance17:51 – Advice for Sales Leaders on Compensation Planning29:27 – Understanding Sales Compensation Structures31:46 – The Role of Ramps and Quotas in Sales38:05 – Navigating Mid-Year Changes and SPIFs46:29 – Compensation Strategies for Startups52:13 – Future Trends in Sales Compensation56:11 – Understanding Compensation Plans57:46 – Paths to Success in Sales01:00:11 – Matching Personalities to Sales Roles01:01:19 – The Politics of Sales Compensation💡 What You’ll LearnThe art and science of designing effective sales comp plansWhen “equality” can actually kill motivationThe love–hate relationship with SPIFs and short-term incentivesWhy your comp plan is your real “instruction manual” for successHow sales leaders can advocate for smarter plan designPractical strategies for startups building their first comp modelsWhat’s next in 2026: AI, consumption-based models, and new incentive trendsWhether you’re a CRO, a sales manager, or an individual contributor reading your new comp plan with curiosity (or dread), this episode helps you decode what really drives sales performance.🎙️ Guest: Chris Goff Hosts: Stuart & Bethany Podcast: Haverin About👉 Please subscribe wherever you get your podcasts.You can learn more about Chris on LinkedIn and on his website salescompguy.com💬 Have a sales comp story or question? Email Haverin About — Your Experience Could Feature in a Future Listener Q&A!#SalesCompensation #SalesLeadership #RevenueStrategy #SalesOps #BusinessGrowth #HaverinAbout #Sales SPIFF

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