How do I incentivize my reps to crush their quotas? What is the right comp structure? How should I set up my territory planning? 

These questions are difficult enough for sales and ops leaders during a normal year. Today, those critical decisions are exponentially more complex and significant as teams across the organization are remote and territory coverage becomes digital. 

Get ahead of next year’s sales planning! In this replay, Rosalyn Santa Elena, Head of Revenue Operations at Clari, and Christian Borrelli, Head of Sales at CaptivateIQ shared to us their perspective and guidance on how to incentivize our reps to crush our quotas.

Compensation Cookbook: Designing Comp & Territory Plans from Scratch


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What You'll Learn

  • A proven process for designing compensation plans (from scratch!)
  • How to establish territories & performance measures the right way
  • How to use tech to automate variable-pay processes
  • The various incentive vehicles at your disposal (beyond cash compensation)

Meet The Speakers

Alexander Willeford

Growth Associate

Sales Hacker

Rosalyn Santa Elena

Head of Revenue Operations


Christian Borrelli

Head of Sales


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