Why Do 60% of Reps Need Half a Year to Decode Their Comp Plan?

Amazon is cutting jobs thanks to AI “efficiency.” Meanwhile, 60% of sales reps say it takes up to six months to understand their comp plans. That’s a warning sign. As AI automates the tactical, RevOps is stepping up as the strategic engine behind high-performing revenue teams.

— The Fullcast Team

In today’s newsletter:
🚀 From RevOps to President: How Two Leaders Made the Leap
🧠 Forbes: RevOps Needs AI for Prevention, Not Just Cleanup
💼 Amazon’s CEO Bets Big on AI

Sponsored by Fullcast—The Go-to-Market Cloud™, providing end-to-end RevOps, from plan to pay.

Meme of the Week

This is why founders need RevOps to do the legwork in building real sustainable revenue. 

News of the Week

60% of Sales Reps Say It Takes Up to 6 Months to Understand Their Comp Plan. Automated workflows handle highly dynamic territory assignments, compensation adjustments, quota allocations, and plan rollouts. This gives RevOps and Sales Ops teams more time to focus on driving performance, not managing chaos.

How 2 RevOps Leaders Made the Jump to President. Cody Guymon, President of Zonos, and Brennan Petar, President and CEO of Hāpara, reflects on the mindset shift required to move from optimizing revenue to owning it—and how RevOps prepared them for broad leadership.

Forbes: How RevOps Leaders Can Harness AI For Data Integrity. AI's true value in RevOps extends beyond cleaning existing problems to preventing future ones. Integrating real-time analytics tools for discrepancy detection allows organizations to address issues before they impact forecasts.

Amazon CEO Says it Will Cut Jobs Due to AI’s ‘Efficiency.’ Amazon CEO Andy Jassy says advancements in AI will “reduce” the company’s corporate headcount over the next few years. Amazon expects the change due to “efficiency gains from using AI extensively across the company,” without specifying how many employees would be affected.

Tip of the Week

Why Manual Commission Management is Holding You Back. Using spreadsheets to manage commissions and territory planning is like trying to plan a road trip with a paper map, a highlighter, and a stack of handwritten directions from your cousin. Sure, it technically works, but one wrong turn (or formula) and suddenly you’re 200 miles off course.

Podcast of the Week

Brennan Petar: Building High-Impact Teams from the Ground Up. The journey from sales rep to the C-suite isn’t always linear, but for Brennan Petar, President and CEO at Hāpara, it’s been a story of strategic growth, intelligent risk-taking, and a deep belief in the power of operational excellence. 

Quote of the Week

"In sales, you’re often given a task: hit this number, make these calls. But in RevOps, you create the structure. You’re inventing the processes others will use. That was a shift. I had to consider tech integrations, enablement plans, and how to get people aligned with the new systems."

~Brennan Petar, President and CEO at Hāpara

That’s all for this week. Thanks for reading! 

If optimizing your Go-to-Market strategy is on your agenda, help is just a text away. Reach out to Amy at (949) 813-0182 to discuss solutions that can drive impactful change for your business.