The Sales Compensation Show · 2026-08-05 · 43 min
Sales compensation rarely works out as straightforwardly as it appears on paper. Because behind every plan are difficult decisions about quotas, crediting, exceptions, seller behavior, performance data, governance, and trust. In this episode of The Sales Compensation Show , ZoomInfo's Vice President of Revenue Operations Mollie Bodensteiner offers a candid look at how she works through those decisions. Mollie shares how she evaluates whether a plan's producing the right outcomes, what repeated exceptions reveal, and why leaders need to look beyond top-line averages when assessing performance.
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