#108 Using Comp Plans to Drive Company Performance – with Ryan Milligan, CRO at QuotaPath

Ryan Milligan, CRO at QuotaPath, joins Janis and Philipp to talk about how compensation planning can be used as a strategic lever to drive company performance. With a background in RevOps and four years of scaling QuotaPath from the inside, Ryan shares why comp plans shouldn't be a last-minute sidecar in December — but a core part of how you plan and execute your revenue strategy all year long.We cover: Why RevOps leaders are well-suited to become CROs How to use your comp plan to drive the right revenue behaviors across your GTM team The annual comp planning calendar: when to start, what to do, and how to roll it out Why comp planning is the most strategic project RevOps can own Quota attainment benchmarks: why 90% coverage beats the old 80% model How smaller, high-performing teams are closing more revenue per rep Designing accelerators and deal-level kickers that actually change behavior The "spike test": how QuotaPath went from 15% to 80% multi-year deals in one quarter SDR comp architecture: balancing quantity and quality metrics Variable comp splits for CS, Sales Engineering, and RevOps rolesRyan Milligan on LinkedIn: https://www.linkedin.com/in/ryanemilligan/Weflow: https://www.getweflow.comRevOps Chat Community: https://getweflow.com/communityRevOps Letter: https://www.getweflow.com/revopsletterJanis on LinkedIn: https://www.linkedin.com/in/janiszechPhilipp on LinkedIn: https://www.linkedin.com/in/philippstelzerChapters: (00:00:00) Introduction (00:01:30) Ryan's Path from RevOps to CRO (00:05:10) Comp Planning as a Strategic Lever (00:09:00) Treating Comp Plans as Dynamic, Not Static (00:11:10) The Annual Comp Planning Calendar (00:15:00) Why Comp Planning is RevOps' Most Strategic Project (00:17:10) Quota Attainment Benchmarks & Coverage Models (00:20:00) Smaller Teams, Higher Productivity & AI's Role (00:22:40) Key Behaviors to Drive with a Comp Plan (00:27:00) Philipp's Recap: Core Comp Plan Principles (00:29:30) Aligning BDRs, AEs & AMs to Strategic Goals (00:30:30) The Spike Test: Changing Behavior with Bold Accelerators (00:34:10) Quick Fire: SDR Comp, Payment Timing & CS Splits (00:38:00) Book Recommendation & Wrap-Up