"My sales team isn't doing what I need them to do." If you've ever said that, the problem probably isn't your reps — it's your comp plan. In almost every case, salespeople are doing exactly what the incentive design is paying them to do.
In this video, we give founders and CROs a RevOps lens on sales compensation: not what reps "deserve," but what behaviors actually drive revenue — and how to architect a comp plan that gets you both. Colten breaks down the anatomy of a well-structured plan, the mistakes that quietly kill revenue at $3M–$15M ARR, how comp should differ by role, and what RevOps owns to make it all run.
If your team isn't doing what you need, look at the comp plan before you look at the people. Ninety percent of the time, the behavior is rational — the design is broken.