Rewarding Success: Achieving Goals with Big Team Celebrations with $2.5B Divvy's ex-CRO

Name: Rewarding Success: Achieving Goals with Big Team Celebrations with $2.5B Divvy's ex-CRO
Uploaded: 2023-07-21T15:53:29+00:00
Duration: 51 s
Channel: Jason M. Lemkin
Description: In this interview segment, the speakers discuss how they structure sales compensation to drive stretch‑goal performance. While they retain traditional…

21 Jul 2023 · 1 min

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In this interview segment, the speakers discuss how they structure sales compensation to drive stretch‑goal performance. While they retain traditional accelerators and decelerators linked to quota, they often redirect the monetary portion of bonuses into large, memorable team experiences—such as trips to upscale ski lodges or other extravagant outings. These shared celebrations become coveted incentives that motivate the whole team to exceed targets, as employees look forward to bringing their plus‑ones and enjoying the exclusive events.

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How do you remunerate, or do you remunerate against hitting goal, or is it just the celebration you mentioned?
No, no, we definitely built in mechanisms for that to be more advantageous for what we were chasing. Here's an interesting point. We sort of had classic accelerators and decelerators once, you know, based off of the quota line, right? But when we would go after those stretch goals, A lot of times we used it as an opportunity to take the money that we would have spent and put that into like some kind of a really cool, almost extravagant activity that we did as an entire team. And they became these pushes that we really looked forward to and we wanted to hit because that was when everyone would bring their plus ones and we'd go to a really nice, you know, ski lodge or we would do something special.