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How to Fix your Broken Comp Plan
Hosted by:
Revgenius
Goldcast
Compensation plans are one of your most powerful tools to drive sales performance—but only when reps understand and trust them. Too often, comp plans are overcomplicated, misaligned with business goals, and manually managed through spreadsheets, leading to confusion, disputes, and missed revenue. In this session, we’ll explore how leading teams are turning compensation into a strategic growth lever by automating the entire process. You’ll learn how to simplify plan structures, align incentives with outcomes, and give reps real-time clarity into how they get paid.
Key Takeaways:
- Identify common pitfalls of manual compensation planning and understand how they impact sales performance and team trust.
- Learn how to simplify and align comp plans to support business goals and motivate reps effectively.
- Understand the benefits of automating compensation planning using a Strategic Sales Performance Management (SPM) platform.
- Discover how to connect comp plans to real-time data to drive transparency, reduce disputes, and improve forecasting.
Amy Cook - Co-Founder and Chief Marketing Officer at Fullcast
Amy Osmond Cook, PhD, is a seasoned marketing executive and communications expert, recognized for her innovative strategies in technology, healthcare and real estate marketing. She is the co-founder and Chief Marketing Officer of Fullcast, the Go-to-Market Cloud, and has a proven track record helping multiple high-growth companies move from series A through acquisition (CMO Simplus, 2017-2020; CMO PathologyWatch, 2020-2023; CMO Onboard, 2023-2024). Amy founded and led Stage Marketing as CEO for 15 years, building it into a leading full-funnel marketing firm.
Pete Shelton - Chief Revenue Officer at Fullcast
Pete Shelton is an experienced sales executive with a proven track record of scaling revenue at leading enterprise technology companies. Before joining Fullcast as Chief Revenue Officer, Pete served as SVP of Sales at Domo and EVP of Sales at Simplus, where he helped drive significant growth across North America. He also held senior sales roles at Adobe, including AVP of Enterprise Sales for the West.
Erik Charles - Fractional CMO, CRO, & Advisor for Scaling Startups
He brings over 30 years of experience in marketing, consulting, and revenue management, with a focus on bridging sales, marketing, and engineering to drive performance. As former VP of Business Operations in Japan for Xactly, he successfully led new market entry and business operations. He’s a certified Quote-to-Cash professional and trusted advisor in revenue intelligence, sales performance, and incentive design.
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