Melissa Ramirez on Why Shadow Accounting Means Reps Don't Trust You

Episode notes

Melissa Ramirez is the Director of Commission Operations at Cox Communications, where she leads a team supporting 3,000+ sales employees with 99.9% first-pay accuracy. On this episode of the Go To Masters Show, she shares insights from over a decade in comp strategy, technology, and business operations - delivering daily commission statements with mobile access to eliminate shadow accounting and build seller trust. Why shadow accounting happens when reps don't trust the system - daily transparency eliminates mysteries The three-legged stool: people (aligned teams), process (documented intake), and systems (data + internal auditor) How treating comp as strategic versus back-office gets you a seat at the table through storytelling with data

Related episodes across the Index

Other episodes covering the same guests and topics, from across The B2B Podcast Index.

• 183: Why Trusted Data is the New AI Moat (w/ Rick Kranz @ AI Marketing Automation Lab)Move The Needle · on gtm91 / 100
• How G2's SVP of GTM Strategy evaluates sales comp plans, scales teams & runs M&AThe Sales Compensation Show · on RevOps86 / 100
• Ep. 193 - SaaS AI Readiness: Why Most GTM Teams Aren’t Ready for AgentsSaaS Backwards · on RevOps81 / 100
• Amyn Jivani on Making Partner Marketing the Engine of Your Company's GTM StrategyNever GTM Alone · on gtm78 / 100
• Pete Donell Founder at Duet and Fractional CFO, shares his perspective on ROI in Technology and AI with Guy HutchinsonCFO Insights · on RevOps70 / 100
• Can the CRO Trust the Data? RevOps, AI, and the Insight GapA Go-To-Market Perspective · on RevOps61 / 100

• Stacey Mangold (Axway) on If a Rep Can't Explain Their Comp Plan in Two Minutes, Something's Broken88 / 100
• Hadas Sheinfeld (Sisense) on Leading the Energy, Hiring for Grit & Acting Like a Director First60 / 100
• Caroline Rocha (Just Eat Takeaway) on Designing Comp Across Cultures, AI Myths & Comp Transparency62 / 100
• Why the Person Running Your Comp Plan Should Be the One Closest to the Pipeline69 / 100
• Jelle Berends (Oyster) on Building RevOps From 1 to 65, Why Playbooks Don't Travel & Comp Design