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Graham Collins has given more than 400 compensation consultations over last 2 years, so I couldn’t think of a better guest to have on to learn all the ins and outs of how comp plans and quotas are established.

Whether you're a Founder trying to get your arms around hiring your first sales rep, an established sales leader, or a quota carrying AE, you’ll learn something from this episode, including:

• The right ways and wrong ways to structure comp plans

• Why 50/50 comp plans exist and the underlying math

• The right and wrong ways to establish quota

• How to deliver new comp plans and keep your best reps

• The most common mistake leaders make when building comp plans

• Why companies don't want all their reps to be at 100% of quota

And more!