As Discussed...

James A. Seechurn
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As Discussed... explores how pay, culture, and systems shape the way we work, and how we might design workplaces that actually make people want to do great work. Each episode is a candid conversation about what motivates people, how organizations try to measure performance, why pay matters (and why it often doesn’t), and the psychology that sits behind human behavior at work. Expect open discussions, research, and real-world examples from thought-leaders and practitioners who are rethinking how work really works.

Episodes

  1. 6D AGO

    Sales Compensation with James King

    The conversation delves into the complexities of sales compensation, debunking myths about seller motivation, and exploring the challenges of modern sales models. It emphasizes the importance of understanding customer segmentation, sales process, and product-market fit before designing sales incentives. The role of technology in trapping uncertainty and the significance of data-driven quota setting are also highlighted. The conversation covers the negotiation of sales targets, the role of leadership and authority in sales, dealing with big deals, sales plan design and philosophy, and financial modeling and governance. It emphasizes the importance of understanding the struggles of the sales team, treating salespeople as assets, and involving finance from the beginning of the process. The conversation covers the importance of governance in decision-making, the role of Compensation Cost of Sale (CCOS) in sales compensation, the impact of pay mix and plan complexity, and finally, the motivation behind the book 'What Pay Costs' focusing on pay for performance and innovation. Takeaways Understanding the complexities of sales compensation is crucial for effective incentive design.The role of technology in modern sales and the challenges of quota setting require a balanced approach to navigate tensions and achieve sales targets. Understanding the struggles of the sales team is crucial for effective leadershipSalespeople should be treated as assets, not costsInvolving finance from the beginning of the sales plan design process is essential for successful financial modeling and governance Effective governance is essential for decision-makingCCOS plays a crucial role in sales compensationSimplicity, alignment, and motivation are key in incentive plansThe book 'What Pay Costs' explores the impact of pay for performance and the importance of innovation Chapters 00:00 Understanding Sales Compensation19:39 Sales Compensation in Modern Sales32:36 Navigating Tensions in Quota Setting38:13 Negotiating Sales Targets44:00 Sales Plan Design and Philosophy51:16 Financial Modeling and Governance01:01:11 The Importance of Governance01:09:34 Pay Mix and Plan Complexity01:20:34 The Book 'What Pay Costs'

    1h 12m

  2. FEB 9

    What Pay Costs

    In this episode, I wanted to share with you a sample from the upcoming audiobook recording of my book, What Pay Costs. I also wanted to take the opportunity to introduce myself and share a bit about why I started this podcast, and what you can expect to hear. What Pay Costs and my guide to sales compensation, Nothing Left to Take Away, are both available on Amazon in physical and Kindle editions, as well as on Kindle Unlimited.

    12 min

  3. FEB 2

    Equity Compensation with Dan Walter

    In this conversation I pepper Dan Walter with questions about the evolution of equity compensation, highlighting the early days of equity distribution and the impact of IPOs on equity compensation. We also explore the challenges in valuing equity, the impact of high valuations on equity compensation, and the use of equity as a wealth creation tool. We discuss the use of equity as a differentiating component of rewards in the tech industry, the concept of employee stock purchase plans, and the evolution of equity compensation in the tech industry. We delve into the challenges and misconceptions surrounding equity as a retention mechanism and the need for improved communication and education around equity. Finally we explore the historical context of equity, its intended purpose, and the evolving landscape of equity compensation in modern organizations.

    1h 21m
  • 3 Episodes

About

As Discussed... explores how pay, culture, and systems shape the way we work, and how we might design workplaces that actually make people want to do great work. Each episode is a candid conversation about what motivates people, how organizations try to measure performance, why pay matters (and why it often doesn’t), and the psychology that sits behind human behavior at work. Expect open discussions, research, and real-world examples from thought-leaders and practitioners who are rethinking how work really works.

Information

  • Creator
    James A. Seechurn
  • Years Active
    2K
  • Episodes
    3
  • Rating
    Clean
  • Copyright
    © 2026 James A. Seechurn
  • Show Website
    As Discussed...