The One Question I Ask Every Time I Design a Comp Plan
Episode description
Most compensation plans don’t fail because they’re complicated—they fail because they’re unclear.
If you can’t name the exact behavior your comp plan is designed to drive, you’re not incentivizing performance—you’re creating confusion and misalignment.
In this episode, I break down the one question that cuts through all of it—and why getting this right changes how your team actually shows up day to day.
If you want a comp plan that drives the behaviors you actually need (not just outcomes you hope for), this episode will show you where to start.
What You'll Learn In This Episode
- Why every comp plan is fundamentally a behavior-shaping system—not a payment structure
- The hidden misalignment created when you pay people on outcomes they don’t control
- How to identify the specific actions that actually move your business forward
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Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.
About Ray:
→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.
→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.
→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com
→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.
→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com
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