Accelerate! With Andy Paul

AJ Bruno is the Founder and CEO of QuotaPath. Incentive compensation is a hot topic but the fact remains that comp plans have barely changed in a hundred years. There needs to be a discussion on other ways to fairly measure the value of a seller's contribution to the outcome of a sale. AJ shares his perspective on the circumstances when paying commission makes sense, as well as when it doesn't. Quota has become a lazy thing when it is arbitrary without factoring in a seller's aspirations, when sales leaders are not trained to handle it correctly, and when technology is not used to better serve customers. HIGHLIGHT QUOTES Create a comp plan based on value contribution - AJ: "If you're just putting together a comp plan because, well, that's just what sales teams do, then you're probably not looking at it correctly. However, if you're looking at the role and what that person does and their valuable contribution, and you're doing a little bit of experimenting and testing all the way, what you will find, becaus