How to Fix Comp Plans That Incentivize the Wrong Behavior
Your sales compensation plan is not just a spreadsheet; it sets the tone for how your team sells. When it is misaligned, it works against your goals, rewarding behaviors that cut margin and exhaust your best reps. This is not rare. According to Gartner, nearly 80% of...
Guide to Structuring Compensation Linked to Customer Success
Most companies pay their Customer Success teams with ad hoc bonuses and disconnected Management by Objectives (MBOs), creating a major gap between effort and revenue impact. While a recent survey shows that 93% of companies use performance-based pay, most CS plans...
The Definitive Guide to Channel Partner Compensation Plans
A familiar paradox plagues most partner programs: on average, 80% of all channel-sourced revenue comes from just 20% of partners. That concentration leaves real revenue untapped. The root cause is often a compensation plan that fails to motivate, align, or scale. Most...
