As we wrap up 2024 and reflect on the ongoing challenges in the sales compensation space, it’s clear that many organizations continue to grapple with key issues:
- 39% of revenue leaders admitted their compensation plan doesn’t align with business targets.
- It takes reps 3 to 6 months to understand how they’re paid.
- 80% of companies have paid reps incorrectly.
That’s why our mission at QuotaPath and the changes we make to our platform feel more critical than ever.
This past year, we tackled these challenges head-on, creating solutions that drive understanding, flexibility, adaptability, and alignment in sales compensation.
Our goal remained simple in theory yet ambitious in execution: to bridge the gap between compensation plans and go-to-market strategies, helping teams close the deals that impact their business the most.
After all, your GTM compensation plan is the most underrated (yet impactful) lever for steering your organization’s key metric.
Here’s a recap of what we’ve accomplished.
Building Efficiency and Strategy in Compensation
Just like we believe comp plans should correlate to your business objectives, we aligned and anchored everything in our product roadmap to three customer-based core pillars.
These include driving efficient workflows, developing strong habits, and expanding the value they derive from using QuotaPath.
Efficient Workflows, Strong Habits, and Expanded Value.
- Plan Performance Modeling: At the start of the year, we introduced advanced modeling capabilities to allow leaders to forecast incentive earnings, simulate attainment scenarios, and optimize commission costs. This feature has empowered teams to align compensation strategies more closely with business goals.
- Dynamic Teams and Multi-Level Approvals: Managing team changes and approvals is often complex. Our early summer updates automated these processes, bringing adaptability, clarity, and accountability to leadership roles while simplifying quota credit allocation.
- Integration Expansions: We’ve enabled seamless workflows directly where teams operate by integrating Salesforce, HubSpot, Rippling, Xero, and Microsoft Dynamics 365. For instance, HubSpot users can track, forecast, and manage earnings without leaving their CRM—a first in the industry.
- Commission Reporting: Our reporting tools launched in Q1 enabled leaders to extract insights on commission costs, plan performance, and blended commission rates. This data improved forecasting while tracking performance and aligning compensation with outcomes.
“QuotaPath has improved our procedures at Reignite, turning a two-hour commission calculation task into a quick 15-minute job. It’s not just about time-saving, but also about improving accuracy and clarity,” said Reignite CEO Reza K.
Transforming Transparency and Trust
Additionally, we doubled down this year on one of our core values: transparency. Our products now deliver increased visibility into compensation plans with new safeguards to maintain the integrity of the data.
- HubSpot App Cards: By integrating commission forecasting and deal approvals directly within HubSpot, sales reps gained visibility into their earnings projections without toggling between platforms.
- Salesforce AppExchange: Our new app on the Salesforce AppExchange that embeds earnings data directly where reps work.
- Multi-level Approvals: To build accountability and trust in the payout process, allow reps to “approve” their earnings before they are passed to leadership for final approval.
- Locked Plan Data: Safeguards to maintain data integrity post-book closure, ensuring accuracy and eliminating the risk of overpayment.
“Giving our sales team visibility into what they’ve earned — that functionality alone is a huge step forward and has made our lives a lot easier,” said Michael Abramo, Congruent’s Chief Financial Officer.
Metrics that Matter
Our focus on driving business outcomes for our customers showed tangible results:
- Accuracy: Companies using QuotaPath reduced errors in commission payments by a staggering margin. This improvement built confidence across all compensation teams.
- Efficiency: Teams reported saving hours on end-of-period processing thanks to our streamlined workflows.
- Usability: By continuing to focus on usability, QuotaPath customers quickly gained confidence in the platform’s ability to build comp plans, run commissions, and make adjustments independently.
“I’m really impressed that we can build our comp plans ourselves and have full ownership of the process,” said Hadley Kornack, Vice President of Operations for Edgility Consulting and new QuotaPath customer. “Having that understanding and control is a huge factor for us.”
What’s Next for 2025?
Our vision for 2025 is to move from automation to strategy. Upcoming features, such as AI prompts and document upload for comp plan design and expanded reporting capabilities, will make QuotaPath not just a tool for compensation management but a strategic driver for your organization.
Look out for products that continue to drive the mission of aligning company objectives to incentive compensation to drive successful outcomes in the business.
We’ll continue listening to you, our customers, as we prioritize innovation and feedback.
Together, we’re not just solving for commissions—we’re reshaping how sales teams think about compensation.
Here’s to scaling even greater heights in 2025!
Thank you for being part of our journey this year. Your feedback, trust, and collaboration fuel everything we do.
As always, we’re here to support you in making compensation your ultimate growth lever.
With gratitude,
AJ Bruno
CEO, QuotaPath
