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...
Join us as we explore the transformative shift towards usage-based sales models in enterprise organizations, especially within the SaaS industry. In this episode, we're thrilled to have Anthony McFartland, a seasoned expert in sales operations and enablement, share his invaluable insights. Together, we unravel the compelling benefits of usage-based pricing, from aligning better with perceived customer value to enhancing net revenue retention. With examples from industry leaders like Snowflake...
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...
