Product and Tools
Best Sales Compensation SaaS Platforms
Key takeaways Compensation software built for transactional selling struggles with SaaS revenue. A single contract produces bookings, annual recurring revenue, renewals, expansion, and increasingly usage revenue that arrives months after...
Product and Tools
Best Compensation Management Software
Comp plans that live in spreadsheets often lead to inaccurate payout calculations due to disconnected data sources, formula errors, version control issues, and manual overrides. Manual payroll processes tend to...
Leadership
What High-Performing RevOps Teams Do in August That Everyone Else Delays Until October
September is consumed by board prep. October brings the close crunch. By November, Finance and RevOps are in a panic, untangling commission disputes that surface at the worst possible time...
Success Stories
How ECP Traded 5 Overlapping Spreadsheets for 1 Commission Platform
The end-of-month commission scramble: a high-pressure, error-prone cycle where Finance and RevOps teams manually wrestle with disconnected data. Exporting raw CRM data, converting files, and manually manipulating fragile spreadsheets to...
Sales
3 Ways to Use Commissions to Reignite Sales Motivation This Summer
Two-thirds of B2B businesses experience a summer sales slump when sales teams disengage mid-year. Sales teams often hit a motivational slump during the summer months. Between vacations, slower deal cycles,...
Sales
Evaluate a Sales Compensation Plan
Two-thirds of respondents update their comp plans less often than once per year, according to Sales Xceleration’s Sales Agility Assessment. This is surprising, since nearly 40% of revenue leaders admit...
Product and Tools
Top Compensation Management Software Tools
Key takeaways Compensation management software automates how sales teams calculate, track, and pay commissions. It pulls deal data from your CRM and billing systems, applies your plan rules, and shows...
Leadership
Incentive Compensation Plan Examples for Every Role
Key Takeaways Most teams already know their compensation plan matters, but struggle to identify what each role should actually be paid to do. This guide bridges that gap with concrete,...
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...