Designing for Reality: Wayne Chiang on Consumption Comp, SPM Timing, and AI Self-Service

Episode notes

Wayne Chiang is the Director of Sales Compensation at Cribble. On this episode of the Go To Masters Show, he shares insights from over 20 years navigating sales comp across insurance, legacy tech, and high-growth SaaS startups. How compensation design evolves from hyper-growth ARR focus to consumption-based stickiness models Why companies should adopt SPM solutions the moment they create a sales comp function The six-month symphony required to roll out comp plans that actually drive behavior

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