MongoDB's SVP of Sales Ops explains why sales teams fail to align: compensation plans that pit reps against support functions like SAS and CSMs. The fix is coordinating incentives across the whole ecosystem, not just rewarding individual reps.
Like we're all working together. It does mean that, you know, I talked about roles and responsibilities. They do blend CSSA sales, but if the incentives are properly aligned. So, you know, we talked about sas. SAS have very similar incentives to the reps. Like they're tied to the performance of the reps that they support. So that really should drive alignment between the teams. Similarly, the CSMs have goals that align with, with, with the rep. So it's important not just to think about the rep comp plan, but the whole ecosystem comp plan so that you're not creating friction between the teams.
