Why your variable comp plan does nothing if your SEs can't name what a deal is worth
Ava asked one of her SEs how big his upcoming deal was and got "400 licenses" back — a unit count, not a number. She and Nate unpack why deal-value visibility is the precondition for both your incentive plan and your team's week planning.
What Nate and Ava discuss
- Why unit counts are a management problem, not an SE problem
- Making ARR and total contract value a visible, mandatory field in the SE view — not a favor the AE does
- The prioritization math, and where pure value-weighting breaks (strategic beachhead deals)
The move
Ask every SE this week to write down the dollar value of their top five open opportunities from memory. If you get unit counts back, fix CRM visibility before you touch a single line of the comp plan.
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Your hosts
Nate Hargrove
The Seasoned Pragmatist
Ava Vasquez
The Modern Builder