A short interview-style clip (SalesGlobe Sage) where Speaker A asks what fundamental questions CROs should ask when seeking better visibility and automation (especially around sales compensation). Speaker B advises starting with a current-state assessment (do you have reliable data?), defining a desired future state, and clarifying objectives (e.g., administrative savings, improving sales motivation, reducing disputes). Speaker B also emphasizes the importance of how compensation messaging is delivered (the metaphor: presenting pay fairly/formally rather than sloppily).
Chapters
If I'm a CRO and I'm like, okay, I got to do something here, what are just some of the fundamental questions that they should be asking themselves? I'm going to ask you later to kind of give us some resources people can go to. But, you know, if I'm thinking, you know, about how I can have more visibility, perhaps, or I'm just exploring, you know, we need to automate this thing. We have way too many disputes. What are some of the initial things that they should be thinking about as they start that journey?
Absolutely. So I think if they're already asking that question because they've got a good sight of the problem, then that's already a great start. So, again, really understanding where you are at the moment is probably quite a tricky perspective if you don't have a system in place, but is a task well worth undergoing because from there you can understand, I'm going to do it again. I'm going to do current state, future state, and then you can evaluate whether it makes sense. But those are the things to start asking yourself is actually, where am I now? Do I have good data to back that up? And then starting to look towards the future state with what do I hope to achieve by implementing this solution? And that might could be, you know, admin savings, that could be sales motivations. And I think perhaps one of the reasons that some organizations do this is they, they look at the amount they're spending on sales compensation. So this is the, the message that they're sending. Here's this pot of gold that we're giving over to you. And then they're not really thinking about how they're delivering that message. So it's, you know, they're handing over these gold coins in a plastic bag rather than, you know, a nice pot of gold, I guess, but that's one of the ways I like to think about it.
