The Comp Plan That Rewards Reps for Retaining Customers

Episode notes

Most sales comp plans pay reps to land new logos and forget the customer the day after the contract is signed. That misalignment is showing up in churn numbers, and some revenue teams are starting to fix it. In this episode, Lucas and Luna dig into one specific redesign: a software company that shifted a slice of variable comp to net revenue retention, with a 12-month lag so reps feel the impact of the customers they kept. They walk through the mechanics, the pushback from veteran reps whose pay dipped in year one, and the three questions every sales leader should ask before copying the model. If you've ever wondered why your best closer is also your biggest churn risk, or why customer success and sales keep fighting over the same account, this is the episode for you. #SalesCompensation #NetRevenueRetention #CustomerRetention #SalesLeadership #QuotaCarriers #RevenueTeams #IncentiveDesign #ChurnReduction #SalesManager #CompRedesign #CustomerSuccess #SalesAlignment #Business #SalesPodcast #RevenueOperations #SalesStrategy #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo

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