The Practical Guide to Piss Off Your Best Reps (w/ Antoine Fort, Co-founder & CEO of Qobra)

Want to lose your best sales reps fast? Screw up their comp plan. In this episode, we sit down with Antoine Fort, CEO of Qobra, to dig into the classic mistakes that drive top performers out the door. We talk about why overcomplicated plans kill motivation, how underpaying top reps quietly drains revenue, and why immediacy and trust are non-negotiable if you want comp plans to work.

We also get into clawbacks, the mess of usage-based and outcome-based models, and what really happens when you ignore the value of your top reps. Antoine explains why accelerators, recognition, and clear career paths matter just as much as salary, and why forcing high performers into management usually blows up in your face.

00:00 - Introduction
00:54 - Antoine's Background and Qobra
07:01 - Challenges in Sales Compensation
10:49 - Simplicity in Compensation Plans
14:16 - Immediacy and Trust in Sales Compensation
18:57 - You're Underpaying Top Sales Reps
30:31 - How to Keep Your Best Reps Happy
39:26 - Commission on Renewing Customers
41:18 - Retention Strategies for Sales Reps
44:35 - Hiring New Reps: When and How
46:02 - AI and Usage-Based Pricing Challenges
01:00:39 - Differences in Commission Structures: US vs Europe
01:04:32 - Next Week: Health & Mental Health for Founders

Видео The Practical Guide to Piss Off Your Best Reps (w/ Antoine Fort, Co-founder & CEO of Qobra) канала The Revenue Formula