A Holistic Approach to Compensation Structuring

In this episode of the Sales Hacker Podcast, we have Scott Barton, VP of Incentives at Varicent. Scott is an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team.

What You’ll Learn

1. Building a compensation structure that works for both salespeople and the company
2. A holistic thinking about compensation, which includes development opportunities, benefits, advancement opportunities, and more
3. Best practices for managing your sales team through economic uncertainty  

Show Agenda and Timestamps

1. About Scott & Varicent [02:44]
2. Best practices for designing compensation structure [07:00]
3. How salespeople are empowered to shape how they’re recognized & rewarded [13:00]
4. Increasing productivity by lowering the bar for success [14:42]
5. Advice to management teams navigating the current economic uncertainty [20:43]
6. Paying it forward [22:29]
7. Sam’s Corner [25:10] 

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.