Revenue Operations & Growth Topics
Revenue operations, sales pipeline management, and acquisition-focused growth. Includes sales analytics, pipeline management, revenue forecasting, and customer acquisition strategies. For post-sale customer success and retention, see Customer Success & Experience.
Sales Compensation and Incentive Design
Designing, implementing, operating, and evaluating sales compensation and incentive programs that align sales behaviors with business objectives. Core concepts include pay mix and structures such as base salary, commission, attainment based bonuses, tiering, accelerators, throttles, quota setting and allocation, and short term sales incentives. Candidates should understand how different structures drive behavior across individual and team roles, how to balance talent attraction, motivation, and cost, and common design challenges such as pay compression, clawback provisions, fairness and equity, and cross role complexity. Operational and program support topics include plan mechanics administration, governance, dispute resolution, and collaboration with finance, human resources, sales leadership, and operations. Measurement and iteration topics include defining success metrics, calculating return on investment of plans, analyzing attainment and payout outcomes, and making data driven plan refinements. Design scenario skills include creating compensation architectures for new products, market expansions, or sales model changes and explaining trade offs and implementation considerations.
Workflow Management & Efficiency Improvement Metrics
Ability to design efficient workflows and measure their effectiveness. Know how to define operational KPIs such as cycle time, process adherence rates, time-to-productivity for new reps, and process automation ROI. Demonstrate how you've used metrics to justify process changes and track improvement over time. Understand how to balance compliance/structure with sales rep flexibility.