E29: Mastering Sales Commission Plans with QuotaPath's Ryan Milligan

Kyle is joined by Ryan Milligan, VP of Sales, Marketing, and RevOps at QuotaPath, to discuss sales commission planning. They dive into the essentials of creating effective comp plans that align with business goals, the importance of incremental incentives, and how to drive desirable sales behavior. Ryan shares insights from his diverse background and how QuotaPath navigates commission planning to ensure high performance and retention. The conversation also touches on key aspects such as measuring incrementally, balancing incentives, diagnosing ineffective plans, and trends in the current market. New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday. Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them. Your're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key Moments: (01:09) - Meet Ryan Milligan: From Data Science to Sales Leadership (02:58) - The Path from Rev Ops to CRO (05:40) - Sales Commission Strategy: Ownership and Design (12:56) - Aligning Comp Plans with Business Metrics (24:01) - Designing Effective Comp Plans: A Step-by-Step Guide (33:47) - Testing and Measuring Incrementality in Comp Plans (41:32) - Building Effective Quotas (52:34) - Setting Realistic and Motivating Targets (01:02:30) - Common Pitfalls in Commission Plans (01:12:18) - Key Traits of Great Revenue Leaders (01:18:38) - Final Thoughts and Takeaways