High-performing teams don’t happen by accident. In this episode of Millions Were Made, Jessica Marx breaks down how to architect incentive compensation that drives profitable growth quarter after quarter—without bloating base salaries or rewarding the wrong behavior.

You’ll learn exactly how to:

• Define “incentive comp” for W-2 roles (and when it can apply to select 1099s).
• Replace vague annual bonuses with 90-day, KPI-tied payouts that create focus and speed.
• Negotiate top talent you “can’t afford” by holding base flat and layering an upside they can actually earn.
• Weight goals across 3–5 initiative buckets (e.g., margin protection, volume, cost control, culture/retention) so you’re not bribing for unhealthy revenue.
• Set targets that are achievable but ambitious, and what it means if someone only hits 20% of the plan.
• Roll out a plan mid-year the right way (what to communicate and when).
• Use AI (yes, ChatGPT) the right way to draft plans you’ll still refine to your business.

Key Takeaways

• Quarterly > annual. 90-day sprints increase focus, frequency of reward, and recall of what earned the bonus.
• Not just revenue. Tie upside to profitable growth and cost/quality leading indicators (retention, budget adherence, pipeline volume, deliverable quality).
• Pay mix is a lever. Use incentive comp to bridge a salary gap in hiring—only paying extra when the business wins.
• Clarity wins. Show the scorecard, weights (e.g., 30/25/20/15/10), how it’s measured, and pay timing (mid-month following quarter close).
• Reality check. If targets are routinely missed, either the plan is unrealistic—or the person isn’t the fit.

Mini-Timeline

• 00:02:29–04:33 What incentive comp is (beyond sales) & why quarterly works
• 05:53–08:10 Hiring example: hold base steady, add $24k annual upside tied to ROI
• 10:53–12:56 Why you must avoid “unhealthy revenue” targets
• 16:49–19:05 When and how to roll out the plan (and what not to do)
• 20:45–21:56 Calibrate difficulty; what persistent 20% attainment really signals

Resources

• Connect with us on IG @MillionsWereMade
• Listen to episode #44 - How to Motivate How to Motivate Your Team and Build a Scalable Company Culture