Pilots, trust, and change management: How Docusign drives sales comp adoption - The Sales Compensation Show

Topics in this episode

B2B SaaS Sales Performance Sales Compensation communication sales performance management

Episode notes

When you lead global sales planning and compensation for more than 2,800 reps at a company like Docusign, every decision about territories, quotas, and incentives carries weight. A small tweak can drive alignment and performance - or create confusion and mistrust. That’s where Melissa Fenner , Sr. Director of Revenue Operations at Docusign , thrives. With a career spanning manufacturing, M&A, operational consulting, and SaaS, Melissa brings a rare blend of operational expertise and behavioral insight to the art and science of incentive design. In this episode Melissa shares the lessons she’s learned leading global sales compensation strategy - and what operators everywhere can apply today. Listen in for her takes on: Why overcommunication is non-negotiable: why you need to deliver the same message seven times, seven ways to build rep trust around comp plans. How to run pilots that build champions, not resistance: Including how to consider representative pilot groups to test major compensation changes, uncover blind spots, and create advocates who drove adoption at scale.