Let’s be honest. Commission planning is historically underserved. While sales teams receive all the energy and attention, the process behind how those teams get paid gets buried in spreadsheets, manual rules, and endless administrative tasks. But not anymore.
In this episode of Go To Market with Dr. Amy Cook, we’re celebrating a major moment for Fullcast: our acquisition of Commissionly and the launch of Fullcast Commissions — the newest addition to our Sales Performance Management platform. This marks a significant leap forward for revenue leaders everywhere, particularly in the often-overlooked realm of commission planning.
Read more: Quick Fixes for Failing Compensation Plans
Amy is joined by longtime friend and colleague Peter Shelton, Chief Revenue Officer at Fullcast. Pete has spent the last 20 years leading high-performing sales teams across both software and services, and he’s one of the few leaders who truly understands the connection between comp strategy, sales motivation, and backend execution.
Read more: Efficiency Starts With Smarter Commission Planning
During this interview, Amy and Pete cut right to the chase by exploring why commission planning is so complex, what most CROs get wrong, and how Fullcast Commissions—built on the foundation of our acquisition of Commissionly—is changing the game.
If you’re a CRO, RevOps leader, or anyone who’s ever wrangled a messy comp plan — you won’t want to miss this one.
Here are some interview highlights:
Amy: As a CRO, what are some of the challenges you’ve experienced?
Pete: CROs are always trying to motivate their sales team. They’re looking to put incentives in place that either drive toward the company’s direction, motivate individual people, and everything in between. What most people don’t realize is the complexity of backend management and how challenging it is to administer.
The math, rules, logic and reporting must be accurate because commissions have to be correct, obviously. And so, as a sales leader, you’re just trying to motivate people. Then, you get pushback from revenue operations because you’re breaking some of the backend processes without even knowing. That’s the number one challenge. Then, Sales wants to drive a strategy that makes sense. Here’s why.
