
RevOps Lab #108 Using Comp Plans to Drive Company Performance – with Ryan Milligan, CRO at QuotaPath
Feb 23, 2026
40:59
Ryan Milligan, CRO at QuotaPath, joins Janis and Philipp to talk about how compensation planning can be used as a strategic lever to drive company performance. With a background in RevOps and four years of scaling QuotaPath from the inside, Ryan shares why comp plans shouldn't be a last-minute sidecar in December — but a core part of how you plan and execute your revenue strategy all year long.
We cover:
- Why RevOps leaders are well-suited to become CROs
- How to use your comp plan to drive the right revenue behaviors across your GTM team
- The annual comp planning calendar: when to start, what to do, and how to roll it out
- Why comp planning is the most strategic project RevOps can own
- Quota attainment benchmarks: why 90% coverage beats the old 80% model
- How smaller, high-performing teams are closing more revenue per rep
- Designing accelerators and deal-level kickers that actually change behavior
- The "spike test": how QuotaPath went from 15% to 80% multi-year deals in one quarter
- SDR comp architecture: balancing quantity and quality metrics
- Variable comp splits for CS, Sales Engineering, and RevOps roles
Ryan Milligan on LinkedIn: https://www.linkedin.com/in/ryanemilligan/
Weflow: https://www.getweflow.com
RevOps Chat Community: https://getweflow.com/community
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/janiszech
Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer
Chapters:
- (00:00:00) Introduction
- (00:01:30) Ryan's Path from RevOps to CRO
- (00:05:10) Comp Planning as a Strategic Lever
- (00:09:00) Treating Comp Plans as Dynamic, Not Static
- (00:11:10) The Annual Comp Planning Calendar
- (00:15:00) Why Comp Planning is RevOps' Most Strategic Project
- (00:17:10) Quota Attainment Benchmarks & Coverage Models
- (00:20:00) Smaller Teams, Higher Productivity & AI's Role
- (00:22:40) Key Behaviors to Drive with a Comp Plan
- (00:27:00) Philipp's Recap: Core Comp Plan Principles
- (00:29:30) Aligning BDRs, AEs & AMs to Strategic Goals
- (00:30:30) The Spike Test: Changing Behavior with Bold Accelerators
- (00:34:10) Quick Fire: SDR Comp, Payment Timing & CS Splits
- (00:38:00) Book Recommendation & Wrap-Up
