Most comp plans buy the wrong behavior in a usage-based world—and the results show up as stale pipelines, noisy dashboards, and hunters who drift into farming. We sat down with seasoned sales ops leader Chuck Lee to unpack how to pay for outcomes that actually matter: a clean start, a predictable ramp, and a scalable hand-off that sticks. We trace a real transformation inside a large inbound motion where reps were incentivized to chase the oldest leads and obsess over consumption...
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Most comp plans buy the wrong behavior in a usage-based world—and the results show up as stale pipelines, noisy dashboards, and hunters who drift into farming. We sat down with seasoned sales ops leader Chuck Lee to unpack how to pay for outcomes that actually matter: a clean start, a predictable ramp, and a scalable hand-off that sticks. We trace a real transformation inside a large inbound motion where reps were incentivized to chase the oldest leads and obsess over consumption...
Headlines scream about AI every day, but the real story is quieter: the teams winning with AI aren’t chasing shiny tools, they’re rebuilding how revenue work gets done. We sat down with Dan Morgese, Director of Content Strategy and Research at Gong, to unpack the new State of AI report and reveal what separates impact from noise. The report pairs a survey of 3,000 director-plus leaders with Gong Labs analysis of 7.1 million closed opportunities, giving us both market sentiment and inside-the-...
The Innovative Revenue Leader
Most comp plans buy the wrong behavior in a usage-based world—and the results show up as stale pipelines, noisy dashboards, and hunters who drift into farming. We sat down with seasoned sales ops leader Chuck Lee to unpack how to pay for outcomes that actually matter: a clean start, a predictable ramp, and a scalable hand-off that sticks. We trace a real transformation inside a large inbound motion where reps were incentivized to chase the oldest leads and obsess over consumption...
