#108 Using Comp Plans to Drive Company Performance – with Ryan Milligan, CRO at QuotaPath

Ryan Milligan, CRO at QuotaPath, joins Janis and Philipp to talk about how compensation planning can be used as a strategic lever to drive company performance. With a background in RevOps and four years of scaling QuotaPath from the inside, Ryan shares why comp plans shouldn't be a last-minute sidecar in December — but a core part of how you plan and execute your revenue strategy all year long.

We cover:

• Why RevOps leaders are well-suited to become CROs
• How to use your comp plan to drive the right revenue behaviors across your GTM team
• The annual comp planning calendar: when to start, what to do, and how to roll it out
• Why comp planning is the most strategic project RevOps can own
• Quota attainment benchmarks: why 90% coverage beats the old 80% model
• How smaller, high-performing teams are closing more revenue per rep
• Designing accelerators and deal-level kickers that actually change behavior
• The "spike test": how QuotaPath went from 15% to 80% multi-year deals in one quarter
• SDR comp architecture: balancing quantity and quality metrics
• Variable comp splits for CS, Sales Engineering, and RevOps roles

Ryan Milligan on LinkedIn: https://www.linkedin.com/in/ryanemilligan/
Weflow: https://www.getweflow.com
RevOps Chat Community: https://getweflow.com/community
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/janiszech
Philipp on LinkedIn: https://www.linkedin.com/in/philippstelzer

Chapters:

• (00:00:00) Introduction
• (00:01:30) Ryan's Path from RevOps to CRO
• (00:05:10) Comp Planning as a Strategic Lever
• (00:09:00) Treating Comp Plans as Dynamic, Not Static
• (00:11:10) The Annual Comp Planning Calendar
• (00:15:00) Why Comp Planning is RevOps' Most Strategic Project
• (00:17:10) Quota Attainment Benchmarks & Coverage Models
• (00:20:00) Smaller Teams, Higher Productivity & AI's Role
• (00:22:40) Key Behaviors to Drive with a Comp Plan
• (00:27:00) Philipp's Recap: Core Comp Plan Principles
• (00:29:30) Aligning BDRs, AEs & AMs to Strategic Goals
• (00:30:30) The Spike Test: Changing Behavior with Bold Accelerators
• (00:34:10) Quick Fire: SDR Comp, Payment Timing & CS Splits
• (00:38:00) Book Recommendation & Wrap-Up