Sales
How to Design Compensation Accelerators that Motivate
A compensation accelerator is a tiered commission structure where a sales rep’s commission rate increases once they meet or exceed a designated goal, such as a sales quota or a...
Leadership
Balancing Sales Compensation Plans that Drive Performance and Budget Alignment
RevOps sits between two functions with competing incentives: Sales wants generous, flexible plans; Finance wants predictable, conservative ones. Comp planning is where those two forces collide, and the resulting plan...
Leadership
How Jacki Leahy Aligns Finance and Revenue Through Smarter Comp
Finance and revenue are about to become the most important relationship in go-to-market. Jacki Leahy’s playbook for aligning them starts where incentives actually live: the comp plan. Most go-to-market teams...
Leadership
How Adam Wainwright Builds Predictable Revenue with Better Signals and Smarter Comp
HubSpot’s Adam Wainwright has spent 15 years watching deals slip at quarter end. His playbook for fixing it starts with the signals most teams ignore and ends with comp and...
Leadership
The RevOps Summer Reset: 7 Commission Management Inefficiencies to Fix Before Q3
Most commission problems are not pay problems. Rather, they are process, data, and governance problems that show up in pay. As organizations approach the second half of the year, these...
Product and Tools
Best Sales Compensation Software Selection Guide
Key takeaways Top sales compensation software platforms at a glance Vendor Best for Standout capability Pricing G2 rating QuotaPath Growing SMB and mid-market RevOps and finance teams AI-Powered Plan Builder,...
Sales
SPIFs vs Bonuses: What’s the Difference
Are you motivating short-term behavior, or rewarding long-term performance? Different sales incentive types are designed for different purposes. SPIFs and bonuses are often confused because they are both offered in...
Success Stories
How YPrime Eliminated Commission Errors and Reclaimed 80+ Hours Every Quarter
Finance teams often inherit commission management because payouts affect accounting, revenue recognition, and payroll. But when commissions live in spreadsheets, the process becomes fragile and time-consuming. Manual data entry, complex...
Leadership
RevOps Guide to Sales Compensation Management
The scope of Revenue Operations (RevOps) has grown from a narrow sales-focused function to a strategic role overseeing the entire customer lifecycle. This transformation includes the evolution of sales compensation...
Leadership
What Finance and RevOps Lose by Waiting to Ditch Commission Spreadsheets
Everyone is automating everything to streamline operations and increase productivity. Companies invest in systems such as CRM, payroll, finance systems, and reporting tools, yet commissions often remain manual. We’ve found...
Sales
Motivational Accelerator Plans: How to Design
Accelerators are widely used but poorly understood, often intended as a motivational lever without a clearly defined goal. Commission accelerators are tiered compensation structures where the commission rate increases at...
Sales
How to Structure Variable Pay Programs in 2026
Variable pay is one of the most widely used incentive structures across sales organizations and performance-driven teams. It is one of the most powerful tools companies use to motivate performance,...