Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
The Comp Plan That Rewards Reps for Retaining Customers
Most sales comp plans pay reps to land new logos and forget the customer the day after the contract is signed. That misalignment is showing up in churn numbers, and some revenue teams are starting to fix it. In this episode, Lucas and Luna dig into one specific redesign: a software company that shifted a slice of variable comp to net revenue retention, with a 12-month lag so reps feel the impact of the customers they kept. They walk through the mechanics, the pushback from veteran reps whose pay dipped in year one, and the three questions every sales leader should ask before copying the…
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