Sales compensation rarely works out as straightforwardly as it appears on paper. 

Because behind every plan are difficult decisions about quotas, crediting, exceptions, seller behavior, performance data, governance, and trust.  

In this episode of The Sales Compensation Show, ZoomInfo's Vice President of Revenue Operations Mollie Bodensteiner offers a candid look at how she works through those decisions. 

Mollie shares how she evaluates whether a plan's producing the right outcomes, what repeated exceptions reveal, and why leaders need to look beyond top-line averages when assessing performance. 

Tune in to hear Mollie’s take on: 

→ Why repeated exceptions might be signalling deeper governance problems 
→ How complex crediting rules can quietly undermine even the simplest plan design 
→ What it takes to make a path to quota feel credible to sellers 
→ Rewarding on activity (and its unintended consequences) 
→ How average attainment can mask a far more uneven (and risky) performance distribution 
→ What revenue leaders should be questioning first when a plan stops working as intended 

This conversation offers an inside look at the judgment behind effective sales compensation: the tradeoffs leaders make regularly, the signals you can't ignore, and the questions you need to keep asking as the business evolves.